Assess Systems Australia

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SalesMax is a state-of-the-art system that provides an in-depth assessment of an individual's sales personality, sales knowledge and sales motivations. It can be used to assist in the selection of outside or internal candidates for professional sales positions or in the development of a current sales force.

It was designed and developed to predict top performance in consultative sales roles. Web-based, it is easy to use in the field and can be customised to your organisation.

The SalesMax System provides immediate testing, evaluation and reporting at your site.

The Selection Report Provides:

  • A Success Index - The probability of the candidate’s success in a sales role.
  • Interview and Reference Probes - Helpful guides for the interviewer to pursue areas of potential weakness.
  • Management Suggestions - Recommendations for how to manage the candidate if you select him.

The Development Report provides:

  • A Graphic Profile & Interpretation - How specific personality factors help or hinder effectiveness.
  • Developmental Suggestions - Recommendations on how to close developmental gaps with specific resources.
  • A Developmental Action Plan Guide - Tips on building strengths and recognizing weaknesses.

In addition, each report provides a detailed evaluation of:

Sales Personality

Sales success begins when the basic disposition for sales is present from the start. Personality traits are stable characteristics that are not easily changed through training. Sales professionals should possess the right personality from the start.

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  

Sales Knowledge

SalesMax measures candidate knowledge of effective strategies for various sales situations. Experienced candidates should score well in this area to be considered for selection. For the inexperienced or poorly trained candidate, SalesMax helps to target sales training needs.

Prospecting/Qualifying First Impressions
Probing/Presenting Overcoming Objections
Influencing/Convincing Closing

Sales Motivation

Without proper motivation, even the best candidate may fail. The Motivations Section of SalesMax will help you gauge the fit between the candidate’s motivational needs, your supervisory style, and the rewards available in your organisation.

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

We are often asked for information on calculating the financial value of assessment tools. We found a good article in Workforce Online with formulas to calculate Return on Investment (ROI). Based on this article, we built an Assessment ROI Calculator in Excel format.

To download the calculator, please right-click on the file below. Choose the option "Save Target(Link) As...". This will save the Excel file on your computer. Then open the file on your computer and follow these directions.

To use this calculator, complete the information in the yellow cells, beginning in cell C21. Once this information is completed, the ROI will be calculated.

Red triangles in the upper right corner of a cell provide additional information. Just scroll across the triangle to see the information popup box.

Assessment ROI Calculator v2.xls

The Cost of a Bad Selection

Did you know?

When used at a large insurance company, those who scored high on SalesMax sold 2½ times more than those who scared low.

Candidates with top scores on SalesMax produce at 121% average. 84% of poor performers are screened out by SalesMax.

Lower employee morale and decreased productivity are the biggest consequences of bad selection and promotion decisions.

Other negative consequences of bad selections and promotions include: lost customers and market share, and higher training, recruitment, and severance costs.

  • Brochure (PDF 426KB)
  • Technical Manual (PDF 342KB)
  • SalesMax Personality Definitions - Assets & Limitations (PDF 69KB)

These slide presentations are in PDF format and can be viewed in your browser simply by clicking the 'PDF' marker. They are best viewed in Full Screen mode. Feel free to download the files and share with your colleagues. To download the files, please right-click on the file. Choose the option "Save Target As ...".

  • Select and Develop Top Performing Salespeople (PDF 1120KB)
  • Selection Report (PDF 101KB)
  • Development Report (PDF 170KB)

With SalesMax, it is possible to have your own personal administration site, add your own users and conduct your own test administrations anywhere in the world. This means that you no longer have to rely upon our bureau service to send the report to you, or receive an individual invoice each time you assess a candidate.

The system allows the Prime Administrator to add users (sub-administrators who have the authority to use SalesMax to assess candidates) or withdraw this authority. The Prime Administrator also has control over the user passwords, and can change them or retrieve them. Each user has the power to add, update or remove their own candidates. Authority for purchasing new testing units resides with the Prime Administrator.

Having your own SalesMax site allows organisations to set up national or international users at branch offices to do their own testing and then elect who has access to the system. A dedicated site would also suit consultants and recruiters who wish to test candidates on behalf of their own clients without going through a third party.

Now, with no set-up costs and a unit purchasing plan, you can do your own testing and data collection anywhere in the world and set up your own users. Remember this is entirely web-based. There is no software to be installed and no ongoing licence fees.

For more information and pricing, please contact us.