1. SALESMAX DEVELOPMENT WORKSHOP

2. AGENDA Step One: Organisational Awareness Step Two: Self Awareness
Knowledge, Experience, Skills and Abilities
Sales Motivation
Personality
Step Three: Integration
Draft Goals
Action Planning

3. Introduction & Background
PsychAssessments Ltd
Organizational Psychologists and Consultants
Auckland, NZ
Specialise in assessments for hiring and development
History with (your company)

4. WORKSHOP OBJECTIVES
Begin a process of self assessment, self understanding, and self development.
Help you evaluate where you are and where you want to be:
Define Success in Your Job
Gain Insight into Personal Capabilities
Identify Strengths and Gaps
Guide you in constructing a personal development plan.

5. EFFECTIVE CAREER DEVELOPMENT
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EFFECTIVE CAREER DEVELOPMENT
Aligning personal capabilities with organizational demands

6. STEPS IN CAREER DEVELOPMENT
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STEPS IN CAREER DEVELOPMENT
Understand the Organisation & Your Role
Understand Yourself
Identify Strengths and Gaps
Set Goals and Develop Your Action Plan
Work Your Plan

7. ORGANISATIONAL AWARENESS
Understand the Organisation & Your Role

8. Workbook Page 8
Business Objectives
What are the critical objectives for your organisation
How does your role impact these objectives?
What do successful sales people do to meet these objectives?
How do you measure up?

9. PERSONAL AWARENESS Self Knowledge Innate Learned Self Management
Change behavior
Improve effectiveness

10. SALESMAX SURVEY Measures three important factors Work Personality
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SALESMAX SURVEY
Measures three important factors
Work Personality
Sales Knowledge
Motivation
Personality and Motivation can impact how you use your other capabilities (knowledge, skills, etc.) in a positive or negative way.
Sales knowledge is more the “can you do the job”, where as personality and motivation have to do with “will you do the job.”

11. SALESMAX – GRAPHIC PROFILE
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SALESMAX – GRAPHIC PROFILE
Compared to other Sales professionals
Individual’s scores
Percent correct to all questions
Based on “Most Like Me” responses

12. LEARNED CAPABILITIES EXERCISE

13. Workbook Page 15
SALESMAX- KNOWLEDGE
Prospecting/Pre-qualifying- Identifying sales prospects and pre-qualifying them
First Meeting/First Impressions- Recognising the importance of first impressions in initiating positive and productive sales relationships.
Probing/Presenting- Developing a clear understanding of the customer’s specific needs.
Overcoming Objections- Problem solving and overcoming objections.
Influence/Convincing- Convincing the customer of the value of company products and/or services
Closing- Negotiating and closing the sale.

14. Understanding the Customer
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Understanding the Customer
Who is your customer? What are your customer’s needs?
How is your product/service better than your competitor?
Anticipating your customer’s needs, what does your company need to do to stay competitive in the future?
What are some ways to understand your customers better?

15. SALESMAX- KNOWLEDGE Role Plays Prospecting/Pre-qualifying
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SALESMAX- KNOWLEDGE
Prospecting/Pre-qualifying
First Meeting/First Impressions
Probing/Presenting
Overcoming Objections
Influence/Convincing
Closing
Role Plays

16. LEARNED CAPABILITIES EXERCISE
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LEARNED CAPABILITIES EXERCISE
Reviewing your Self Assessment Results and SalesMax report
What are some strengths for you?
What are some areas of opportunity?
Techniques to try? (Be specific, when, with who?)

17. INNATE- Motivation

18. MOTIVATIONS Workbook Page 20
Recognition - Extent to which one values recognition for work well done; enjoys being the center of attention.
Control - Extent to which one prefers positions of leadership or control. Likes to be in charge. 
Money - Extent to which one is motivated by financial rewards such as money and material possessions.
Freedom - Extent to which one values personal freedom to make decisions and function independently.
Developing Expertise - Extent to which one values becoming an expert and perfecting skills within a chosen field.
Affiliation - Extent to which someone is motivated by interactions with other people. Enjoys helping and dealing with people.
Security/Stability - Extent to which someone is motivated by stability and security in life and in their career.
Achievement - Extent to which someone is motivated by overcoming successive challenges; enjoys challenges for their own sake.

19. Workbook Page 21
MOTIVATIONS
Review your results, which motivators are your top motivators (1-3)?
How have these historically impacted your career choices?
How do your top motivators get met in you current role or outside in other aspects of your life?
For example: High Need for Affiliation-
In my job I am always building relationships.
Or outside my job I am a member of my neighborhood association and serve as the social chair
Are there any things you should consider in your development plan to help you better meet your motivational needs?

20. INNATE- Personality

21. PERSONALITY QUIZ True or False
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PERSONALITY QUIZ
True or False
You are who you are. Personality is stable and never changes.
Sales Leaders are born that way; without the natural potential, it is almost impossible to be a good sales person.
Those in jobs that are poor fits to their style, will never have job satisfaction.
Being a good sales person depends more on your level of experience, and less on your personality.
A recent traumatic event can alter the measurement of your personality.
Having more of a characteristic is always better (for example, being high on self-reliance).
Personality surveys ask the same questions over and over to try to catch you in a lie.

22. PLOTTING YOUR SCORES Plot your scores on the worksheets.
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PLOTTING YOUR SCORES
Plot your scores on the worksheets.
If you are noticeably high or low you should have some potential assets and liabilities.

23. INNATE EXERCISE Reviewing your Results
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INNATE EXERCISE
Reviewing your Results
What are some strengths for you?
What are some areas of opportunity?
How do these impact your performance?

24. PULLING THE PIECES TOGETHER

25. READING YOUR REPORT Detailed Narrative
In each section, the narrative will discuss how your personal characteristics, knowledge or motivations might impact your behavior.
Consider how your natural tendencies or learned capabilities may help or hinder your job effectiveness.
Developmental Suggestions
For areas that are liabilities in a sales role, you will receive a developmental suggestion

26. READING THE REPORT Take 20 minutes to read your report.
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READING THE REPORT
Take 20 minutes to read your report.
Underline comments that describe you.
Put a question mark next to the areas that do not describe you.

27. WHAT DID YOU THINK OF THE RESULTS?
Are they ACCURATE?
If you don't think so, ask others who know you well.
Could it be a blind spot?
Of the findings, which ones matter to you most?

28. GOAL SETTING Pages 18, 21, 35 Capitalizing on Strengths
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GOAL SETTING
Pages 18, 21, 35
Capitalizing on Strengths
How do your strengths contribute to your success?
How can you utilize these more?
Areas for Improvement
What personal capabilities (innate and learned) might be areas for improvement?
How are these limiting your success?

29. GOAL SETTING Stretch Your Goals should….
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GOAL SETTING
Your Goals should….
Have immediate, positive impact on your job effectiveness
“ ” you
Be SMART (Specific, Measurable, Attainable, Realistic, Time-bound)
Identify how this goal is important to you and/or your job.
Think both of goals that will apply a strength or that might close a gap.
Stretch

30. ACTION PLANS SHOULD BE CLEAR
Specific Goal
Desired Outcomes and Progress Indicators
Content includes Activities, Courses, Books, etc.
Target Dates

31. ACTION PLANNING Exercise (pages 45-47):
Work on your plans individually
Read SalesMax developmental suggestions
Use development resources you discovered in the KSA exercise
Share with the group

32. WORKING YOUR PLAN Assume personal responsibility
Modification makes perfect
Give yourself time
Hold yourself accountable
Write it down, share it
Reward yourself

33. MEET WITH YOUR COACH Be prepared
Provide your coach with your action plan worksheets
Remain open-minded to suggestions
Talk about your goals and aspirations
Keep your coach informed on your progress
Schedule periodic check-in times
Three Month Check-up
Six Month Check-up
Twelve Month Check-up

34. CONGRATULATIONS
You have completed the first step toward reaching your Career Goals!!!!