Sales Job Descriptions Should Include a Sales Profile Job Match Template
Using a Sales Profile in the hiring process is becoming more and more popular among small and medium size companies as access and affordability has improved. We use Profiles International as our assessment source and have been since 2001.
Before we begin working with a client or salesperson related to sales I have them complete the Profiles Sales Assessment TM . The assessment provides a level of predictability related to a candidates sales ability of the product or service they would be selling. Resumes give us look into a candidates past, interviews offer a snapshot of the present and quality assessments tell us how people will behave in the future. The following excerpt on the Profiles Sales IndicatorTM taken from the Profiles International website will help you understand using this assessment can help increase the number of successful sales people you employ.
The “80/20 Rule” says that 80% of all products and services are sold by just 20 percent of the salespeople. This presents a challenge to 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 jobs call for. They should never have been hired for sales positions in the first place. The study found that of the remaining 50%, half 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. Thus, the “80/20 Rule” is only “valid” because people lacking sales essentials get hired and others are not matched with the right products or services.
PROFILES SALES ASSESSMENT™ measures how well a person fits specific sales jobs in your organization so that you can optimize sales performance. It is used primarily for selecting, onboarding and managing sales people and account managers. The “job modeling” feature is unique, and can be customized by company, sales position, department, manager, geography, or any combination of these factors. The sales assessment enables you to evaluate an individual based on the qualities required to perform successfully. The data is based on the top-performing sales people in specific sales jobs in an organization. This sales assessment also predicts on-the-job performance in these seven critical sales behaviors:
- prospecting
- call reluctance
- closing the sale
- self-starting
- working with a team
- building and maintaining relationships
- compensation preference.
It also provides complete review on Thinking, Behavior and Interests. Click on the images to enlarge below.
You will come to learn the Profiles Sales Assessment is the best money spent during the hiring process. Send us a request if you’d like to have a sample report sent to you.