Sales Gene Discovered. Do your sales people have it?

Transcription

1 Sales Gene Discovered. Do your sales people have it? Identify Sales Aptitude Talent with the Advanced Personality Assessment (APQ), and Get the Right People in the Right Seats on the Bus - Good To Great APQ SNAPSHOT One of the most common challenges businesses face today is high turnover within sales departments. The APQ assesses the natural aptitude of salespeople and other customer-facing professionals. The APQ is a brief, 81-question personality / motivation assessment that measures personality traits that predict the highest levels of performance. These personality traits combine to measure aptitude for various sales positions along with over a dozen secondary sales traits such as Prospecting Motivation and Confidence to Close the Sale. The resulting APQ Coaching Report can then be used to select new candidates and coach current team members to greater success. Over 200 correlation studies show natural aptitude is the most significant factor in predicting sales success! RECENT CASE STUDIES The APQ has consistently been shown to identify peak performers. Examples include: In three major studies (n=931), sales personnel scoring high vs. low on the APQ had an average of 50% higher sales commissions. In a large Mid-western financial services agency (n=67) individuals scoring high vs. low on the APQ had 740% higher sales commissions. In an analysis (n=461) based on revenues, it was found that hiring APQ High scorers would generate increased sales revenue of over $20,000, Phone (866)

2 USING THE APQ AS A DEVELOPMENT TOOL APQ COACHING REPORT: Describes the candidate s strengths and improvement opportunities, and provides specific recommendations to improve sales performance. APQ SALES BUILDER REPORT: Provides insight to help the salesperson recognize and adapt to the customer s unique Buying Style and provides recommendations to communicate with empathy and understanding. APQ TEAM BUILDER REPORT: Provides managers and employees the ability to understand their team members and communicate effectively. Serves to avoid conflict and build productive relationships. PRIMARY PERSONALITY TRAITS Intensity/Drive Measures fire in the belly and results-orientation Independence Measures team player vs. entrepreneurial spirit Need to Analyze Measures intuition vs. analysis paralysis in decision making Need to Serve Measures on-task behavior vs. service orientation Assertiveness Measures confidence to confront or control others Self-Protection Measures ability to handle criticism or rejection Recognition Drive Measures social motivation and versatility Trust Measures skepticism vs. belief in others Optimism Measures attitude (victor vs victim) ASSESS THE ASSESSMENT To schedule an APQ demonstration, please call us at (866) , us at info@asherstrategies.com or follow the QR code link to our website. Phone (866)

3 USING THE APQ COMPATIBILITY CHARTS COMPATIBILITY CHART: OUTSIDE SALES REPRESENTATIVE AS A SELECTION TOOL One s score on a scale of 1 to 100% for each of the personality traits is compared to the score range of the ideal candidate s traits for a specific position to determine a compatibility score of 1 to 100. The results can be used for hiring and coaching and meet the federal guidelines (EEOC) for fairness in employee selection. These profiles have been carefully validated by studying thousands of successful incumbents. COMPATIBILITY CHART 1-19 Low Compatibility COMPATIBILITY CHART: CUSTOMER SERVICE REPRESENTATIVE Low/Moderate Compatibility Moderate Compatibility High/Moderate Compatibility High Compatibility Phone (866)

4 APQ for Emotional Intelligence (EQ) Development EQ LEVEL 1.0: Psychologists tell us that the first step to self-improvement is self-awareness. The APQ primary personality traits show us who we are compared to everyone else. EQ LEVEL 2.0: The APQ shows us which of the primary personality traits are extremely high (over 80%) or extremely low (under 20%). These extremes show us why we are so successful, but in many cases can be a blind spot. The APQ coaching reports shows us how to stretch from these blind spots when we need to for greater personal and/or professional success. These blind spots are independent of our job. EQ LEVEL 3.0: The APQ compatibility chart compares applicants and employees to peak performers in numerous positions. The Sales Builder report shows the employee where they can stretch for better performance. EQ LEVEL 4.0 (the highest level): APQ shows us which personality type we are: Directive Driver, Expressive Communicator, Reflective Thinker, Supportive Helper. The APQ Sales Builder Profile report shows us how to stretch towards the other personality types to have better relationships with teammates and customers and to sell more effectively to prospects. Phone (866)

5 Understanding The Four Personality Types LOW EMPATHY (task/fact oriented) HIGH EMPATHY (people/feeling oriented) HIGH EGO DRIVE (impatient, extrovert) (fast-paced) LOW EGO DRIVE (patient, introvert) (slow-paced) To figure out the prospects personality type, ask the coach two questions: 1) Are they fact or feeling-oriented? (Empathy Level) 2) Are they fast or slow-paced? (Level of Ego Drive) USE Phone (866)

6 Schedule Your One-on-One Demo to See the APQ Sales Aptitude Assessment In Action Contact one of our assessment experts to schedule your customized demo and learn in more detail: o What specific hiring and sales improvements you can expect within your organization o See the intuitive management interface and report tools available o Understand the power of Emotional Intelligence and how vital it is for sales o PLUS: Get your free assessment and see your own results Call us at us at Sales@AsherStrategies.com! AsherStrategies.com (866)