SalesMax is a state-of-the-art, Internet based system that produces work-related narrative reports. It can be used to assist in the selection of outside or internal candidates for professional sales positions or in the development of a current sales force.
It was designed and validated with top performers and built around a consultative sales approach. Web-based, it is easy to use in the field and can be customized to your organization.
The SalesMax System provides immediate testing, evaluation and reporting at your site.
The Selection Report provides:
- A Success Index - The probability of the candidate’s success in a sales role.
- Interview and Reference Probes - Helpful guides for the interviewer to pursue areas of potential weakness.
- Management Suggestions - Recommendations for how to manage the candidate if you hire him.
- SalesMax can help you select top performing salespeople by measuring sales personality, sales knowledge and sales motivations.
Sales Personality
Success begins with a basic disposition for sales. Personality traits are stable characteristics that are not easily changed through training or experience. Thus, sales candidates should possess the right personality characteristics from the start.
- Energetic
- Follows Through
- Optimistic
- Resilient
- Assertive
- Social
- Expressive
- Serious-Minded
- Self-Reliant
- Accommodating
- Positive About People
Sales Knowledge
SalesMax measures candidate knowledge of effective strategies for various sales situations. Experienced candidates should score well in this area to be considered for hire. For the inexperienced or poorly trained candidate, SalesMax helps to target training needs.
- Prospecting/Pre-qualifying
- First Meeting/First Impression
- Probing/Presenting
- Overcoming Objections
- Influencing/Convincing
- Closing
Sales Motivations
Without proper motivation, even the best candidate may fail. The motivations section of SalesMax will help you gauge the fit between the candidate's motivational needs, his or her manager's supervisory style, and the rewards available in your organization.
- Recognition
- Control
- Money
- Freedom
- Developing Expertise
- Affiliation
- Security
- Achievement
