Traditional sales tests are notoriously imprecise because they do not allow for the differences in success patterns that may be present when there are differing company cultures, products, customers, sales cycles and ways of approaching their markets, e.g., individual production, team sales approach, inside sales, cold calling versus referral, etc.

Our methodology takes account both the personal characteristics for success—the “having right stuff” and specific approaches to the sales process—the “doing the right things”.

Using your company performance metrics we group the sales force into three categories--highly effective, mid-range and low performers. We statistically model the assessment data to see which dimensions are key to high performance in a particular company with its unique customer base.

Equipped with this information we go through a strategic visioning process with sales management to confirm what’s needed now and project what characteristics may be needed in the future. This provides a model which we can use to select new hires and coach existing sales personnel to the high performance model.