Sales Max 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.
Sales Max provides valuable information about a candidate’s sales personality, knowledge and motivations
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:
- 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
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
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
The Development Report provides:
- A Graphic Profile & Interpretation - How specific personality factors help or hinder effectiveness.
- Developmental Suggestions - Recommendations on how to close developmental gaps with specific resources.
- Developmental Action Plan Guide - Tips on building strengths and recognizing weaknesses.
