The "80/20 Rule" says that 80% of all products and services are sold by just 20 percent of salespeople. This presents a very significant challenge for organizations and for the sales executives who direct teams of salespeople. An analysis of several sales organizations reached the conclusion that about half of the people in the study lacked the behavioral characteristics required to effectively perform the duties that sales positions require. Those individuals should never have been hired for sales positions in the first place. The study also found that of the remaining 50%, half of the individuals had the potential for success in sales, but were not hired to sell the right kind of product or service. The study concluded that only about 25% of those working in sales position have a good match with the work they are doing and what they are selling. Thus, the "80/20 Rule" applies because people lacking sales essentials get hired while others are not appropriately matched with the products or services that they are expected to sell.

The Profiles Sales Indicator™ provides a means for selecting people who have the five qualities that make salespeople successful: Competitiveness, Self-reliance, Persistence, Energy, and Sales Drive. It also predicts on-the-job performance in seven critical sales behaviors: Prospecting, Closing Sales, Call Reluctance, Self-starting, Teamwork, Building and Maintaining Relationships, and Compensation Preference.

The Profiles Sales Indicator™ can be customized by company, sales position, department, manager, geography, or any combination of these factors. Empirical data can be used to develop a pattern that will tell you how well a job candidate matches the attributes of your most successful salespeople.

The Profiles Sales IndicatorT is easy to use. It can be taken in just 15-20 minutes and produces clear, easily interpreted reports that are direct and to the point. These reports can be used for selecting, managing, and training salespeople more effectively. This tool provides objective data for developing a more effective sales team, one person at a time, while measurably improving revenue performance. For a sample report, Click here.

To become familiar with the details of each of the other assessment systems, click on one of the following links:

Contact us or call us at 480-467-0344 and we would be pleased to provide you with further information about these or other areas where you may need assistance.