Sales Max Presentation

SalesMax for Hiring Top Performing Salespeople

Achieving Sales Success at

Topics

Introduction

Your needs

SalesMax

Hire The Best

Validation Study

Develop Excellence

Summary

Your Needs

A process to assist HR and managers in selecting top performers Tools to help identify those with the greatest potential to succeed Resources to make the process easy to use for HR and hiring manager

A tool for developing the current sales force Identify strengths and key developmental needs Development resources for salespeople

Background

We represent a firm of organizational psychologists and consultants.

This firm has a thirty year history of providing organizations with selection and development solutions to meet their business needs. In the past 15 years they have steadily grown into an international consulting &

assessment presence Extensive experience serving large, medium and smaller clients

Their staff people are: Organizational psychologists Management consultants Software designers Service professionals

Our Areas of Expertise

Provide selection and development solutions to meet the business needs of our clients Competency modeling Executive assessment and coaching Test validation and integrated selection

programs Succession planning & development programs Web-based assessment tools

We offer solutions tailored to all levels of the organization

Associates

Professionals

Managers / Supervisors

Senior Managers

Executives

Positioning

“Scientist-Practitioners” Licensed Industrial/Organizational Psychologists Test validation focuses on criterion-related validation (I.e., predicting job performance

measures) Not benchmarking or simple statistical analysis using a Stat program

“Client-Centric” Approach Treat each client as a unique engagement Develop customized assessments, if necessary Provide supporting services around selection & development offerings Support clients through a team of consultants, technologists and customer service

representatives

Sales Research

Actively researched “sales personality” since the mid-1980s.

Developed and refined sales success tools since 1992.

Researched sales across levels and industries Retail Sales, Telemarketing, Consultative Sales, One call sales

Identified certain characteristics that contribute to success in most types of sales positions Assertiveness, Energy, Sociability, etc.

Representative Clients and Ongoing Research Projects

Comprehensive Approach

To understand effective sales behavior, you must understand the whole person…

Innate – How Personality

Learned – What Knowledge Skills Experience

Personal Motivators - Why

SalesMax…Select and Develop Top Sales Talent

SalesMax

Targeted assessment for sales professionals Focuses only on those factors most applicable to a consultative/relationship oriented

sales role

A comprehensive, web-based assessment tool designed to aid in selection and development Selection Report – identifies candidates who are most likely to achieve above average

success in professional sales Developmental Report – helps current employees to identify strengths and developmental

areas and guides them in constructing a personal development plan to achieve success

SalesMax Measures

Sales Personality Relatively stable characteristics that do not change easily over time

Energy

Sociability

Expressiveness

Resilience

Assertiveness

Follow Through

Optimism

Serious-Minded

SalesMax Measures

Energetic

Follows Through

Optimistic

Resilient

Lack of urgency, slow to complete work

Undependable

Negative, pessimistic outlook

Sensitive to criticism and rejection

Enthusiasm, hard work, visible effort

Completes tasks, follows through on commitments

Positive, optimistic outlook; Weathers adversity well

Thick-skinned; able to handle criticism and rejection well

Personality Scale Example of Low Level Example of High Level

SalesMax Measures

Assertive

Social

Expressive

Serious-Minded

Difficulty exerting influence, taking charge or asking for the sale

Shy, more of a loner than a people person

Reserved, may have difficulty displaying enthusiasm

Makes decisions too quickly or takes unnecessary risks

Possesses a confident sales presence

Outgoing, enjoys client/customer contact

Free and easy conversational style

Serious-minded, businesslike and professional


Self-Reliant

Accommodating

Positive About People

Lacks initiative

Overly competitive, aggressive and disagreeable

Distrustful, negative view of people and their intentions

Takes charge, gets things done

Win-win style

Balanced outlook regarding people and their intentions


SalesMax Measures

Sales Knowledge Scenario-based questions measure understanding of effective strategies at key stages of

the sales cycle

Prospecting/Pre-qualifying

First Meeting/Impressions

Probing/Presenting

Overcoming Objections

Influencing/Convincing

Closing

SalesMax Measures

Prospecting / Pre-qualifying

First Meetings / First Impressions

Probing / Presenting

Overcoming Objections

Influencing/Convincing

Closing

Identifying sales prospects and pre-qualifying them.

Recognizing the importance of first impressions in initiating positive and productive sales relationships.

Developing a clear understanding of the customer's specific needs.

Problem solving and overcoming objections.

Convincing the customer of the value of company products and/or services.

Negotiating and closing the sale.

Sales Knowledge Description

SalesMax Measures

Sales Motivations Through a forced-ranking approach, candidates reveal their key motivational drivers

Recognition/Attention

Control

Money

Freedom

Developing Expertise

Affiliation

Security/Stability

Achievement

SalesMax Measures

Recognition/Attention

Control

Money

Freedom

Extent to which one values recognition for work well done; enjoys being the center of attention.

Extent to which one prefers positions of leadership or control. Likes to be in charge.

Extent to which one is motivated by financial rewards, such as money and material possessions.

Extent to which one values personal freedom to make decisions and function independently.

Motivator Description

SalesMax Measures

Extent to which one values becoming an expert and perfecting skills within a chosen field.

Extent to which one is motivated by interactions with other people. Enjoys helping and other people.

Enjoys helping and dealing with people

Extent to which one is motivated by stability and security in life and in career.

Extent to which one is motivated by overcoming successive challenges; enjoys challenges for their own sake.

Developing

Expertise

Affiliation

Security/Stability

Achievement

Motivator Description

SalesMax Research

Designed based on 10+ years experience assessing professional sales candidates Input from top sales experts/trainers Published sales literature

Originally validated with 3 organizations Business services Office products/services Home remodeling/building

SalesMax Results

Original Validation Sample

Salespeople with top SalesMax scores sold 34% more than bottom scorers

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AAAvvvoooiiiddd 000---111888 ...888777

OOOKKK 111999---222333 ...999444

GGGooooooddd 222444---222666 ...999777

BBBeeetttttteeerrr 222777---333333 111...000444

BBBeeesssttt 333444---444555 111...222111

Range Score Probability of Probability of Bottom Half Top Half

Performers Performers

Avoid 0 – 18 84.2% 15.8%

OK 9 – 23 53.8% 46.2%

Good 24 -26 33.3% 66.7%

Better 27 -33 32.0% 67.8%

Best 34 -45 33.3% 66.7%

Probability of Success in Sales

Opportunity for Sales Success

SalesMax Results

Fortune 500 Insurance Company

By selecting those with scores of 25 and higher, mean sales for the selected group would be $4,895,083 for an average improvement in sales of $1,146,113 per sales rep.

SalesMax Results

Sales of Consulting Services

Those who “passed” SalesMax had double the gross profit as compared to low scorers

$0$20,000$40,000$60,000$80,000

$100,000$120,000

Gross Profit

0- 26 27-45

SalesMax Results

Advertising Sales

Low scorers (Avoid) sold less than 10% of goal versus over 90% of goal to top scorers (Best).

SalesMax Results

Mortgage Loan Officers

Top scorers (Best) had sales volumes that were double that of bottom scorers (Avoid)

$0

$5,000,000

$10,000,000

$15,000,000

$20,000,000

$25,000,000

$30,000,000

$35,000,000

Amount of Sales $ Jan-July 2003

Sales Volume Differences (Adjusted by Region) Between Customized SalesMax Advice Categories

AvoidOKGoodBetterBest

SalesMax Results

Commercial Lines Insurance

Top scorers sold almost double compared to bottom performers

$171,296

$236,360

$294,442

$389,101

$0

$50,000$100,000$150,000$200,000$250,000

$300,000$350,000$400,000

2007 DO CL New Premium Value

2007 DO CL New Premium Value by SalesMax Advice Categories

AvoidCautionGoodBetter

A Complete e-Solution

Candidate logs-in to our secure Survey Site Affirms a Statement of Informed Consent Completes the survey in about an hour

Client logs-in to our secure User Site System software scores the survey A report is produced immediately Anywhere, anytime, with an Internet

connection

SalesMax Selection Reports

Graphic Profile Success Profile

Selection Advice Probability of Sales Success Assets and Potential Liabilities

Interview & Reference Probes

Management Suggestions














Interview Probes


SalesMax Development Reports

Graphic Profile

Detailed Feedback Personality Knowledge Motivations

Developmental Suggestions

Action Plan Guidance


Graphic Profile





Graphic Profile





Graphic Profile




Use Standard Version of SalesMax

Assess Systems will conduct a Job Analysis for a reasonable investment Identify areas where Behavioral Interview Questions can be helpful Develop Behavioral Interview Questions with management

Build a Behavioral Interview based on the Job Analysis Incorporate the Behavioral Interview within the SalesMax report

Validation by Licensed Psychologists

Includes These 9 Steps Job Analysis SalesMax Survey administration Supervisor Rating collection Compiling Performance data Data analysis Validate a custom SalesMax success profile Customize SalesMax report Construct Interview Guide Report and documentation

Understand the Job First Review Existing Documents

Job descriptions, training manuals, etc.

Facilitate Focus Group(s) Include job expert, such as top performers, sales managers, strategic visionaries Define the key success factors for the job Understand how the job and organization are changing

Document results

Results guide… Data collection Selection and Development programs Customization of assessment tools

Process Design

Your Organization’s SalesMax Success Profile Construct based on job data Answers “who will be successful” specific for your specific job and company Validate predictiveness using SalesMax and performance data from study Control for any adverse impact

Construct Interview Construct new or integrate existing interview Structured, behavior-based interview Focused on key competencies Integrated into SalesMax report

Gather Validation Information

SalesMax SalesMax survey completed by 150 – 300 members of sales force Easy web administration, takes about 1 to 1 ½ hours

Objective Performance Data Compile existing sales volume and market data

Supervisor Ratings Special ratings, not annual performance reviews Collected in facilitated sessions, either live or by telephone Yields a much higher quality data – greater accuracy

Report & Apply Results

Summarize Group summaries of all measured areas

Apply Results

Design selection process Customize assessment tools Validate predictiveness of tools Plan development

Percentile Averages Across Personality Scales

0%

10%

20%

30%

40%

50%

60%

70%

XYZ Co.Participants

US NormativeGroup

1% 11% 21% 39% 28%

6% 18% 19% 29% 28%

11% 13% 33% 15% 28%

7% 15% 33% 17% 28%

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Overall Job PerformanceRating

Overall SALESPerformance

Sales Income Amount

Sales Income Rating

Summary Ratings of Sales & Performance

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Sales Volume

Average Sales Volume (by SalesMax Category)

AVOID

OK

GOOD

BETTER

BEST

Hire the Best

Typical Validation projects range from $$75,000. to $100,000.

Assess Systems will conduct a typical validation study for $55,000.00

Typical Hiring Process Targeted Recruiting

Pre-Screen Review of application and resume Brief telephone interview for basic qualifications

SalesMax Assessment Candidate completes on the Web, anytime, anywhere Results are reviewed and top few candidates invited for interview

Interview(s) Structured, behavior-based and focused on key success factors Interview guide integrated into SalesMax report Interview Guide includes individualized probes based on assessment results

Hiring Decision

Benefits to the Organization Fewer expensive hiring mistakes

The cost of a bad hire is typically estimated at 1 to 1 ½ times annual compensation

Increased sales performance By avoiding the potentially worst performers, effectively raise the average productivity of

your sales force

Consistent, legal hiring practices across the organization

Increased efficiency means sales managers spend less time hiring and training

Managers can invest more time with their high potential salespeople

Increased retention by improving person-job fit

Summary

We offer Extensive experience with sales assessment and large

organizations Scientifically developed assessment tools Consulting resources to help you implement effectively Flexible technology and a tailored approach

SalesMax is a Comprehensive Sales Assessment for Selection & Development

Effective hiring helps you choose the top talent of the future

Individual development helps grow your current sales team

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