Sales Indicator

Sales Indicator is a tool for selecting, managing, and training salespeople.

The "80/20 Rule" says that 80% of all products and services are sold by just 20 percent of the salespeople.

An analysis of several sales organizations involving 28,000 professional sales people reached the conclusion that about half of the people in the study lacked the behavioural characteristics required to effectively perform the duties of a sales job. 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.

Sales Indicator has been developed to help you Break the Pattern!

• Measures five key qualities of successful salespeople - Competitiveness, Self-reliance, Persistence, Energy, and Sales Drive

Plus

• Predicts performance in seven critical sales behaviours - Prospecting, Closing Sales, Call Reluctance, Self-starting, Teamwork, Building and Maintaining Relationships, and Compensation Preference. Knowing compensational preferences increases motivational opportunities.

Using the Sales Indicator to build and develop a sales organization can result in record-breaking productivity, retention of top performers, increased revenues, and exceptional profitability.

The Sales Indicator benchmark may be customized by company, sales position, department, manager, geographic area, 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. Over 28,000 Sales people in North America were used to validate this tool (8,000 of those were based in Canada).

Provides proven objective data for selecting or developing
a more productive sales team, one person at a time.

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