Profiles Sales Indicator™
Sales Assessment Tool to Identify Top Talent
Over half the people hired for sales jobs lack the basic qualities required for success. It is an established fact that about 80 percent of all products and services are sold by 20 percent of the salespeople. This so-called “80/20” rule is a challenge to all sales managers who strive to build exceptional sales organizations. Salespeople who are well matched to their positions have higher attendance records, less turnover, higher job satisfaction, and superior sales performance.
HireSmart addresses this challenge with advanced sales hiring tools like the Profiles Sales Indicator, a proven sales assessment tool designed to help organizations identify and hire top-performing sales talent with confidence.
Essential Qualities Measured by Profiles Sales Indicator™
Competitiveness – (Persuasive, Confident, Assertive) A measure of expressed influence and the desire to win. It is often associated with generalized self-acceptance and confidence.
Self-Reliance – (Independent, Individualistic) A measure of the level of an individual’s need for structure and support.
Persistence – (Persevering, Unwavering, Tough) Measures the capacity to stick with a task until it is finished.
Energy – (High Endurance, Spontaneous, Fast-paced) Measures the tendency toward restlessness, activity, and drive.
Sales Drive – (Success-oriented, Internally driven, Outcome-focused) Measures the internal drive for action which motivates activity toward sales. At the highest levels, these individuals may act as if the end result will justify the means.
Key Sales Behaviors Measured by the Profiles Sales Indicator
Prospecting – the process of pursuing new business. Requires motivation to gather information and the energy to stay with the task.
Closing Sales – pushing forward to complete the sales process with a win.
Call Reluctance – displaying resistance to rejection and the willingness to push through doubt to get calls made.
Self-Starting – having the initiative to keep things moving, even during slow periods.
Teamwork – the level of comfort when working as part of a team.
Building and Maintaining Relationships – the approach to relationships with clients and coworkers.
Compensation Preference – the preferred approach for being rewarded for sales activity.
This tool can be completed in just 20 minutes. As a flexible sales assessment tool, hiring benchmarks can be customized based on:
- • Sales Position
- • Sales Department
- • Sales Manager
- • Geography
Profiles Sales Indicator™ Outcome Study:
- Baseline Turnover Rate: 65.48% (84 Candidates Hired, 55 Candidates Separated)
- Outcome Turnover Rate: 23.26% (86 Candidates Hired, 20 Candidates Separated)
- Baseline Turnover Cost: 55 salespeople at $15,000 each equals $825,000
- Outcome Turnover Cost: 20 salespeople at $15,000 each equals $300,000
- Annual Turnover Savings = $525,000.
When hiring salespeople, the objective is to select individuals who demonstrate the characteristics of top performers. The challenge is finding a sales personality assessment that evaluates these traits with a high degree of accuracy. The Profiles Sales Indicator offers a cost-effective solution, typically ranging from $25 to $50 per candidate, depending on the number of applicants assessed, making it a practical choice among modern sales hiring tools. Contact us today to learn more about this.