"Sales prehire
test and consulting that provides a totally unbiased, non-emotional view of
every candidate...enabled us to turn our sales force completely around." -
Dennis Gillespie, VP Sales, Lintech International
What's inside top
Sales Performers
that's missing in others?
Their DNA is different.
Years of extensive
research
and successful experience recognize this difference
as the DNA
of Sales Success™.
You CAN
IDENTIFY this DNA and hire High Producers every time
One of the greatest challenges facing
sales managers today isn't
finding salespeople who CAN do the job.
That's fairly easy in most cases. The
real challenge is identifying and hiring salespeople whonot only can
do thejob,but who WILL do the job.
You can determine who these people
are - and eliminate those who are
not - by using our exclusive:
Science of Sales Selection™
This innovative
selection process involves two
crucial steps to identify candidates
who
fit your
situation, and possess the DNA of Sales Success™.
These steps are:
1.
Cutting-Edge
Sales Pre-Hire Test
2.
Sales Selection Consulting
You can't
afford to count
on good luck when you
are hiring
salespeople!
Step 1
Cutting-Edge Sales Pre-Hire Test
Our exclusive Science of Sales
Selection™
program is a simple web-based
process
that's easy a 1-2-3 and will enable you to:
1. Insure that
your candidates possess the DNA of Sales Success™
2. Match your
candidates' personality to the ideal characteristics for the position
3. Confirm the sales skill knowledge of your candidate
"We used to think our fate was in our stars. Now we know, in large measure, our fate is in our genes."
-
James Watson, Nobel Laureate
These are the four
elements that make up the DNA of Sales Success™.
• Intrinsic motivational energy that impels
strong sales activity
• Sufficient goal-direction to be self-starting
• Passionate desire for acquiring money and
achieving results
• Identification and pursuit of new sales
opportunities without making
excuses
Sales pre-hire test reveal and match
desirable levels of these attributes to your position
requirements. You can select blue-chip sales candidates whose
behaviors match the sales position, who know and understand the
consultative sales process, and who possess the right DNA of Sales
Success™. These are the candidates
who are most likely to become high producers for you.
The Science of Sales Selection™
includes the following four
assessment instruments.
1.
The SPQ*Gold®
Call Reluctance
Scale®
The single characteristic shared by the most successful salespeople
is simply
this: They initiate contact with prospective
buyers in greater numbers than
those who are not as successful. SPQ*GOLD®
measures hesitation to initiate
contact with prospective buyers in sufficient numbers
to be successful.
Link to see sample report:
http://www.mikestewartseminars.com/PDF_Files/SPQSampleReport0701.pdf
Call Reluctance®,
SPQ*GOLD®, Fear-Free Prospecting & Self-Promotion
Workshop®, Psychscore® are
registered trademarks of Behavioral Sciences
Research Press, Inc., Dallas, Texas. ALL RIGHTS RESERVED.
2.
Workplace Motivators (Personal Interests,
Attitudes and Values Current research in the United States
and Europe shows clearly that high
Performers share one common internal motivator - a
strong Utilitarian attitude.
Statistically, those with strong Utilitarian attitude
make lots of sales and those
without it don't, unless they receive special
incentive.
Link to see sample report:
http://www.mikestewartseminars.com/PDF_Files/TTISI-PIAVWorkplaceMotivatorsSampleReport.pdf
3. Sales Strategy Index (Sales Skills
Knowledge) Sales ability tests that reveal the
sales skill levels of your sales candidates help
you evaluate interview responses. For now, hires
anticipate their training and
coaching that will be needed.
4. DISC StyleMatch™ Analysis (DISC for Sales Professionals)
Salespeople who are highly qualified in every other way still need
to fit into
your culture and relational sales environment in order
for you to build a
strong sales force.
Link to see sample report:
http://www.mikestewartseminars.com/PDF_Files/TTISI-DISCSalesVersionSampleReport.pdf
"Totally unbiased,
non-emotional view of every candidate... enabled us to turn our sales force completely around." - Dennis Gillespie, VP Sales, Lintech International
Step 2
Debriefing consultation
We help you learn advanced selection techniques that enable you to answer the most important
sales selection question shared by the most successful sales
managers and human resource professionals in the world:
What is the difference between salespeople who CAN do
the job and those who WILL do the job?
If you are like most sales management and human resource
professionals, your former employee files are filled with hiring
failures.
People who were unsuccessful, not because they couldn't do the job,
but because they CHOSE NOT to do the job.
In order to develop your ability to
identify sales candidates who not only CAN do the job, but those who
WILL do the job, we offer Consultation in conjunction with the
debriefing of the Assessment Instruments.
As a result of the time they spend
with Mike Stewart, and in some case with Barbara
Stewart, our Clients acquire sufficient skill to understand and
debrief our assessment instruments themselves and apply this
knowledge in the selection process.
This option is selected by virtually
every one of our Clients inasmuch as it is offered
concurrently with the delivery of all of our assessment reports.
We offer two workshops that will
greatly
enhance your qualifications as a
Sales Selection Professional:
Subscribe to Our
Free
Sales Booster™
E-Zine
Sales, Management,
Motivation, Attitude, Communications
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