SalesMax Selection Report
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.
The personality profile is a quick summary that shows results compared to our sales norms. The triangles indicate the individual’s percentile scores compared to these norms. Look for a candidate that has a personality that will be effective in sales.
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 |
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.
The Motivations Section 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.
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 |
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.
This section of the profile is a quick summary of knowledge of effective strategies in key stages of the sales cycle.
View Sales Knowledge in depth.
| Prospecting/Qualifying | First Impressions |
| Probing/Presenting | Overcoming Objections |
| Influencing/Convincing | Closing |
The Sales Personality Index measures the probability of a candidate’s success in a sales role. It is computed by comparing the candidate’s score on the personality scales with those of top sales performers on the same scales.
The Index is categorised into five advice ranges: AVOID, OK, GOOD, BETTER and BEST.
This candidate's Sales Personality Index score was 19 out of a possible score of 48. This score falls in the second range of possible scores (OK). Our research indicates that candidates with scores in this range have a moderate probability of becoming successful. (About 4 out of 10 salespeople with scores in this range earned sales compensation in the top half.)
Interview and reference probes help in following up and obtaining more information regarding the candidate’s potential problem characteristics. For each identified topic, SalesMax suggests several questions to assist you in interviewing the candidate. SalesMax also generates several questions to facilitate discussion of potential problem characteristics with the candidate’s references.
Management suggestions suggest ways to effectively manage the candidate. In some cases the management suggestion identifies a potential problem area in his personality results and recommends an approach for optimising his effectiveness on the job. In other cases, his motivations are discussed and suggestions for how to best motivate the candidate are highlighted.
