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Sales Achiever Information ®
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a sample sales achiever report |
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Candidate
Resources, Inc. has designed the Sales Achiever
questionnaire to be compiled by an individual
to derive a numerical score in six Mental Aptitudes
and ten Personality (i.e., Behavioral) Dimensions.
It is then possible to compare a person's scores
in both mental aptitudes and personality (i.e.,
behavioral) traits to people who have proven
successful in a job category.
- Energy
level
- Adaptability
to change
- Memory
Recall - knowledge of current events as they
relate to the job
- Vocabulary
- general English vocabulary skills
- Numerical
Perception - ability to handle numerically
related tasks quickly and accurately
- Mechanical
Interest - measures interest in the mechanical
area
The ten Personality (i.e., Behavioral) Dimensions measured by the Sales
Achiever are:
- Energy
- energy, drive, tension and stress levels
- Flexibility
- integrity, reliability, dependability and
work ethics
- Organization
- personal orientation to plan and utilize
time wisely
- Communication
- innate ability to meet and interact with
people
- Emotional
Development - ego, self-esteem, self-confidence
and ability to handle pressure
- Assertiveness
- strength and determination to get one's
way
- Competitiveness
- team orientation versus individualistic
competitiveness
- Mental
Toughness - psychological stamina to deal
with life and job problems
- Questioning/Probing
- instinct to question and probe rather than
accepting things at face value
- Motivation
- security-motivated or recognition, incentive
and commission oriented
The Sales Achiever contains two validity scales to assess the accuracy
of the Sales Achiever report:
- Distortion
- frankness of the respondent as related
to the statistical validity of the personality
dimensions
- Equivocation
- consistent decision-making of the respondent
as it relates to the accuracy of the personality
dimensions measured
The Sales Achiever takes about 50-60 minutes to complete.
The
Sales Achiever report is comprised of the following:
-
The
narrative segment, which explains each aptitude
and personality dimension that is being assessed
in the report and how the individual has
scored in each compared to the sales job.
-
A
pictorial analysis comparing the individual’s
actual scores to the desirable benchmarks
for the job. These benchmarks may be
derived for an individual company based on
their own successful people in the job, based
on the job description, or the person can
be assessed against Candidate Resources’s
data base of people who are successful in
those jobs
-
Sales
Analysis identifying the person’s strongest
areas and areas the person could benefit
from developing in, based on the following
five elements of selling:
-
Developing
rapport
-
Identifying
a need or desire
-
Presenting
the product/service to fill prospect’s
needs
-
Dealing
with objections
-
Closing
the sale
- Personal
Development Plan compiled as a result of
the overall assessment of the individual
to the aptitudes and traits required in
the job to successfully perform the job
and an identify of those actions the individual
can take, on a daily basis, books they
can read, etc., to become stronger in the
overall job itself.
- Behavioral
interview questions that can be asked in
a secondary interview process which are
created as a result of the comparison of
the individual to the requirements of the
job. In addition, responses are given that
the interviewer might look for from the
person in relationship to the person’s
linkage or non-linkage to the job.
View
a sample sales achiever report
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