...THE 80/20 Rule...
Beat the "80-20"
Rule once and for all by selecting only those salespeople with the potential for
Sales and Profits
retention of sales people
sales per salesperson
It has long been accepted that 80 percent of all
products are sold by just 20 percent of the sales people. The
so-called "80-20 Rule" is a challenge to all sales executives who
strive to build exceptional sales organizations. A tool has been developed
for those who want to break with tradition and banish the 80-20 Rule
Profiles Sales Assessment™
The Profiles Sales Assessment™ is a
blend of the Profile XT™ and the Profiles Sales Indicator™
(below). It is an effective tool for building and developing a
top-notch professional sales organization. This comprehensive assessment
is used for selecting, training, and coaching salespeople who become more
productive and successful in order to achieve their sales goals. Using the
Profile Sales Assessment™ gives sales managers the power to lead
and focus on the specific needs of each salesperson and strengthen their sales
organizations. Administered on the Internet, the Profile Sales
Assessment™ is very easy to use. Detailed reports are instantly
available and written in sales department jargon that is easily understood by
salespeople. View Specification
Click to see
Sales Assessment Sample Reports
Profiles Sales Indicator™
The Profiles Sales Indicator TM
, is an assessment that measures the essential qualities of sales people.
View Specification Sheet
When people make an honest effort to do a good job
and fail, it is usually because they were in jobs that they did not fit.
Matching people with the work they do is our primary mission and an analysis of
people working in sales shows that over half of them are miscast. They
lack the basic qualities required for success in sales and should be doing
something else for a living. Of those remaining, half could succeed in
sales, but at the moment, they are selling the wrong product or service.
That leaves 20 to 30 percent of the sales people who are in the jobs they
fit. These are the people who sell about 80 percent of the world's
products and services.
This suggests that about half of the people in
sales should never have been hired for sales jobs in the first place and
another 25 percent should have been hired to sell something else. Thus,
the typical employer may be making three hiring mistakes for each correct
one. Obviously, the best place to attack the 80-20 Rule is in the hiring
When hiring salespeople, the objective is to hire
only those who have the characteristics of the top 25 percent. The challenge
is to find an instrument that can assess those characteristics with a high
degree of accuracy. The Profiles Sales Indicator TM
is the solution.
Qualities That Matter:
The Profiles Sales Indicator ™
is an employee evaluation assessment used for employment screening of sales
skills and sales effectiveness. It provides a means of selecting people who have the five
key qualities that make
Competitiveness - Persuasive, Confident, Assertive
- Independent, Individualistic
- Persevering, Unwavering, Emotionally Tough
- High Endurance, Spontaneous, Fast Paced
Sales Drive -
Success Oriented, Internally Driven, Outcome Focused
It also predicts on-the-job performance
in seven critical sales behaviors:
Building and Maintaining
The Profiles Sales Indicator TM 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 your successful salespeople.
It is easy to use and can be taken in just 15-20
minutes. The reports are clear, readable, direct and to the point.
These reports can be used for employee selection, employee evaluation, managing, and training salespeople more
effectively. This tool provides data for developing more effective sales
teams. You can use the Profiles Sales Indicator TM
on the Internet.
Click to see
Sales Indicator Sample
Contact Us For Details
Return On Investment Analysis