Assesses Sales Personality:

Success begins with the basic disposition for sales. Personality traits are stable characteristics that are not easily changed through training. Sales candidates should possess the right personality from the start. SalesMax measures personality characteristics that contribute to someone's effectiveness in the sales role:

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  •  Energy
  •  Optimism
  •  Assertiveness
  •  Expressiveness
  •  Follow Through
  •  Resilience
  •  Sociability
  •  Responsibility
    
    Plus three secondary factors to help manage the candidate, if hired
  •  Self-Reliance
  •  Accommodation
  •  Positive View of People

Measures Sales Knowledge:

SalesMax measures the candidate's knowledge of effective strategies for various sales situations. Experienced candidates should score well in most of these areas. For the inexperienced or poorly trained candidate, SalesMax helps you target training needs. The sales knowledge areas it evaluates are:

•  Prospecting / Prequalifying
•  Probing / Presenting
•  Influencing / Convincing
•  First Meeting / First Impressions
•  Overcoming Objections
•  Closing

Gauges Sales Motivations:

The Motivations Section of SalesMax will help you gauge the fit between the candidate's motivational needs, your supervisory style, and the rewards available in your organization. SalesMax looks at these motivators:

•  Recognition/Attention
•  Money
•  Developing Expertise
•  Security/Stability
•  Control
•  Freedom
•  Affiliation
•  Achievement

A report includes a graphic profile highlighting the personality, knowledge and motivations. A potential sales success score is given with success zone scores ranging from 0 to 8.

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  0 - 3	15%
  4 - 5	31%
  6 - 7	62%
  8	90%

Number of Scores in Probability of Success: