SalesMax Development Report
The Sales Personality section within the Development Report provides successful candidates or current incumbents with insights into the assets and limitations of their personality and how they impact on their sales potential.
This profile is a quick summary that will allow you to see your results compared to our sales norms. The small darkened triangles indicate your percentile score compared to these norms. Use these results and the suggestions that follow to develop areas needing improvement or to accentuate your strengths.
Personality in Depth
| Energetic – enthusiasm, hard work and visible effort | Expressive – free and easy conversational style |
| Follows-Through – finishes tasks, meets commitments | Serious – carefully considers decisions and actions |
| Optimistic – positive outlook, weathers adversity well | Self-Reliant – independent and self-motivated |
| Resilient – deals well with rejection and criticism | Accommodating – likeable, cooperative, win-win style |
| Assertive – possesses a confident sales presence | Positive About People – trusting and accepting |
| Sociable – outgoing and comfortable with people |
This profile is a quick summary of the relative importance of various forms of motivation to this person. The higher the score, the more likely the factor will be a key motivator.
These scores represent the relative importance of various motivators to you. How can you get more of what you want from the job?
Motivation in Depth
| Recognition/Attention – values recognition, enjoys attention | Developing Expertise – values perfecting skills |
| Control – prefers positions of control and being in charge | Affiliation – likes being with and helping people |
| Money – values financial rewards and material possessions | Security/Stability – values security in life/career |
| Freedom – values autonomy and functioning independently | Achievement – likes targets, enjoys challenges |
This section of the profile is a quick summary of knowledge of effective strategies in key stages of the sales cycle.
The following scores summarise your tested knowledge of effective strategies in various stages of the sales cycle. Use low scores and the recommendations that follow to target training or refresher work you may need.
Knowledge in depth.
| Prospecting/Qualifying | First Impressions |
| Probing/Presenting | Overcoming Objections |
| Influencing/Convincing | Closing |
As this is a Development Report for current incumbents, no Sales Personality Index is included. The Sales Personality Index is a selection aid more than a development aid. Rather, the Development Report provides feedback on the personality factors linked to sales performance.
Your basic, underlying personality may (+) help you perform at a high level or may (-) hinder your effectiveness if you do not manage certain characteristics.
Development suggestions are provided, based on the person’s personality.
A review of your answers to the personality questionnaire suggests that your work style is likely to be much more slow-paced than that of the most successful salespeople. Certainly, there are many paths to productivity and effectiveness, not all of which include moving fast. The reality is, however, that, in sales, the more energy you apply, the better your chances for success. If you find yourself not getting as much done as you should, or simply wishing you could be more energetic, consider the following suggestions:
SalesMax points out some areas of strength and also some areas of potential weakness. After thinking about their feedback and developmental suggestions (and, perhaps, after discussing them with someone they respect), the salesperson is encouraged to write an action/developmental plan.
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