Professional Sales Assessment Presented to: Web Visitor by Rob McKay MA(Hons) AssessSystems Aust/NZ Ltd

What is SalesMax? Targeted assessment for professional sales candidates  Focuses only on those factors most applicable to a consultative sales role A comprehensive, web-based assessment tool designed to:  Identify candidates who are most likely to achieve above average success in professional sales

What is SalesMax? Provides information about:  Sales Personality -- relatively stable characteristics that do not change easily over time  Sales Knowledge -- understanding of effective behaviors and strategies at key stages of the sales cycle  Sales Motivations -- personal motivators to help in managing and motivating the candidate

How Was SalesMax Developed? Sales Representatives from fourty five participating organisations completed the preliminary SalesMax Survey (1997) Sales Managers completed special performance ratings on each participant. Ratings were aligned to constructs in SalesMax. Analysed relationship between survey responses and performance Validated the personality components and created a Success Profile

Sales Success Profile Eight Personality Characteristics:  Energy  Sociability  Expressiveness  Resilience  Self-Reliant  Accommodating  Positive about People  Assertiveness  Follow Through  Optimism  Serious-Minded These last 3 characteristics did not predict performance, however were left in for managing purposes

Sales Knowledge Sales knowledge – scenario based  Prospecting/Pre-qualifying  First Meeting/Impressions  Probing/Presenting  Overcoming Objections  Influencing/Convincing  Closing

Sales Knowledge Candidate results normed in relation to experienced, consultative sales representatives  Relative importance of these results depends upon background, experience and training/support offered by the hiring organisation

Sales Motivations Sales Motivations - forced ranking  Recognition/Attention  Control  Money  Freedom  Developing Expertise  Affiliation  Security/Stability  Achievement

Sales Motivations Candidate results indicate highest and lowest motivational areas  While not a “select-in” factor, this information influences how the candidate might be managed

How Does SalesMax Work? The Process Is Quick and Easy  Candidate signs a Statement of Informed Consent  Completes the survey in about an hour  Internet  Paper and Pencil  System software scores the survey  A Selection or Development report is produced immediately  Anywhere, anytime, with an Internet connection

SalesMax Reports - Selection Reports Include:  Graphic Profile  Template  Potential Sales Success (probability of success)  Insights Into Assets and Potential Liabilities  Interview Probes  Management Suggestions Us For A Selection Sample Report

SalesMax Reports - Development Reports Include:  Graphic Profile – Personality, Knowledge & Motivations  Insights Into Assets and Potential Liabilities  Development Suggestions based on your Personality, Sales Knowledge & Motivations  Development Action Plan – Build on strengths, develop weaknesses  Has accompanying 3 hour Sales Development Group Workshop, inclues Workbook Us To See Development Sample Report

SalesMax Profile

SalesMax Advice

SalesMax Product Differentiation Comprehensive Assessment of:  Personality  Knowledge  Motivations Interview Probes to Assist With Selection Validated Standard Success Profile Provides Probability of Success Estimate

SalesMax Product Differentiation (Continued) Web-based Assessment Tool Customisation and Validation for Clients Subscribe to APA and EEO guidelines Continued, Validation, Development and Refinement of Product By Licensed Psychologists Immediate results – ed or faxed

SalesMax Will Decrease Sales- Person Turnover & Maximise Sales Revenue Since 1997, and around 40,000 tests later, SalesMax is helping companies worldwide select the right sales person first time. As with any assessment tool, you must balance the results with the traditional selection trio of CVs, Structured Interviewing and Reference Checking. The investment - $198 plus GST a report. Discounts for volume users. Results ed to you within two hours following testing INTERESTED IN THE TECHNICAL STUFF? – Go to our Technical Web page at

Validation Results Advice S core Range Avg. Sales Ratio Representatives scoring at higher index ranges had significantly better sales results

Validation Results Range Score Probability of Success Avoid % OK % Good to Best % Probability of sales success - based on a weighted index