Sales Resource Vetting

BIZAL has investigated many ways of scientifically vetting sales people and have evaluated many online and offline methods.

Most of the systems we looked closely at investigate personality and many do this we an increasingly high degree of accuracy. Unfortunately they do not tell you if the person is likely to achieve their sales target, which is the primary objective of employing a sales person.

The best exception to this rule we have found is SaleMax which is an online test that provides real recruitment advise for the employer by categorising their likely performance into 5 categories starting at “poor” as the lowest level to “the best” at the highest level.

SalesMax Overview

SalesMax PREDICTS performance in the sales job.

SalesMax is a state-of-the-art, Internet-based pre-employment test that assists and advises in the selection of candidates for professional sales positions.

SalesMax was designed and validated with top performers and built around a consultative sales approach. Because it is web-based, it is easy to use in the field and provides immediate testing, evaluation and reporting, giving you access where and when you want it.

The SalesMax report provides:

• Success Index - The probability of the candidate's success in a sales role.
• Interview Probes - A set of questions designed by psychologists to ensure that personality gaps identified by the assessment can be verified, so that you don't hire poor sales performers.
• Management Suggestions - Recommendations for how to manage the candidates if you take them on.
• SalesMax provides three additional types of information to help evaluate the candidate:
• Sales Personality - Relatively stable characteristics that do not change easily over time. All are work-related and have direct applicability to sales positions.
• Sales Knowledge - Evaluates the candidate's understanding of effective behaviours and strategies at key stages of the sales cycle. The emphasis is on consultative and relationship-oriented sales.
• Sales Motivations - The relative strength of eight sources of personal motivation to help to manage and motivate the candidate, if hired.

SALES PERSONALITY

Sales success begins with a basic disposition for sales. Personality traits are stable characteristics that cannot easily, if ever, be changed through training. Sales candidates should possess the right personality from the start. SalesMax measures personality characteristics that contribute to an individual's effectiveness in the sales role.

• Energy Level - Enthusiasm, hard work and visible effort.
• Follow-Through - Completes tasks, while following through on commitments.
• Resilience - Able to handle rejection and criticism.
• Responsibility - Serious minded, businesslike and professional.
• Optimism - Positive, optimistic outlook and weathers adversity well.
• Sociability - Outgoing, enjoys client / customer contact.
• Assertiveness - Possesses a confident sales presence.
• Plus three secondary factors to help manage the candidate, if recruited.
• 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 target training needs. The sales knowledge areas it evaluates are:

• Prospecting / Pre-qualifying.
• Probing / Presenting.
• Influencing / Convincing.
• First Meeting / First Impressions.
• Overcoming Objections.
• Closing.

SALES MOTIVATIONS

The sales motivations section of SalesMax will help you understand the fit between the candidate's motivational needs, your management style, and the rewards available in your company. SalesMax looks at these motivators:

• Recognition / Attention.
• Money.
• Developing Expertise.
• Security / Stability.
• Control.
• Freedom.
• Affiliation.
• Achievement.
• Product features.
• Gives simple YES/NO advice.
• Predicts sales success.
• Accurate , time-tested and reliable.
• Can be used anywhere there is an internet connection.
• Validated against top sales performers.
• Developed by organisational psychologists.
• Provides behavioural interview questions.
• Measures sales personality, sales knowledge and sales motivation.
• Designed to complement the selection process.

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