SalesMax
PDF Report
Selection Report for:

Suzanne Example

Tested: 1/1/2020

This Report is Confidential

Use this report to make good decisions.

About the SalesMax Report

SalesMax provides three types of information to help you evaluate the candidate for a professional sales position.

Sales Personality
Relatively stable characteristics that do not change easily over time. Eight of these predict sales performance, while three others will help you to manage the candidate. All are work-related and have direct applicability to sales positions
Sales Knowledge
The candidate's understanding of effective behaviors and strategies at key stages of the sales cycle. The emphasis is on consultative and relationship-oriented sales.
Sales Motivations
The relative strength of eight sources of personal motivation to help you to manage and motivate the candidate, if you hire her.
Sales Personality  
   
  Energetic 
   
   
   
   
   
   
   
   
   
   
   
   
   
 
   
   
   
   
   
   
   
 Look for a candidate who has a personality that will be effective in sales.

 Follows Through 
   
   
   
   
 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
 Optimistic 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
   
   
   
 
 Resilient 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
   
   
   
 
 Assertive 
   
   
   
   
   
   
   
   
   
   
   
 
   
   
   
   
   
   
   
   
   
 
 Social 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
   
   
   
   
   
 
 Expressive 
 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
 Serious-Minded 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
 
 Self-Reliant 
   
   
   
   
 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
 Accommodating 
   
 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
 Positive About People 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
   
   
   
   
 
 

Sales Knowledge

  
  Prospecting/Pre-qualifying 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 Evaluate his or her knowledge of consultative selling strategies.

 First Meeting/First Impressions 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
 Probing/Presenting 
 
 
 
 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
   
   
   
 
 Overcoming Objections 
 
 
 
 
 
 
 
 
 
 
 
 
 
   
   
   
   
   
   
   
   
 
 Influencing/Convincing 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
 Closing 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
   
   
   
   
   
   
   
 
 

Sales Motivations

  
  Recognition/Attention 
 
 
 
 
 
 
 
 
 
 
 
 
 
   
   
   
   
   
   
   
   
 Consider the candidate's motivational needs and how they fit with your organization and your management style.

 Control 
 
 
 
 
 
 
 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
 
 Money 
 
 
 
 
 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
   
   
 
 Freedom 
 
 
 
 
 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
   
   
 
 Developing Expertise 
 
 
 
 
 
 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
   
 
 Affiliation 
 
 
 
 
 
 
 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
 
 Security/Stability 
 
 
 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
 Achievement 
 
 
 
 
 
 
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
 
 
Potential Sales Success:

Avoid
(0-18)
- - - - -
OK
(19-23)
- - - - -
Good
(24-26)
- - - - -
Better
(27-33)
Score: 27
Best
(34-48)
- - - - -
The candidate's Sales Personality Index score was 27 out of a possible score of 48. This score falls in the fourth range of possible scores (Better). Our research indicates that candidates with scores in this range have a good probability of becoming successful. (About 7 out of 10 salespeople with scores in this range earned sales compensation in the top half and, as a group, these people had average performance levels 7% above the norm.)
 
Personality Insights:

The following potential strengths (+) may help you to understand how the candidate's personality may impact her sales performance.

The following potential weaknesses (-) may help you to understand how the candidate's personality may impact her sales performance.

 
Sales Knowledge:

The candidate appears to have a good understanding of effective consultative sales techniques in the following areas:

Her results suggest that she may need sales training in the following areas:
 
 
Sales Motivations:

The candidate appears to be most motivated by:
The next section of this report provides interview and reference probes for following up and obtaining more information regarding this 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 her references.

Sales Personality Low Consultative Sales Knowledge

This candidate's understanding of effective behaviors and strategies at key stages of the sales cycle appears weak in one or more areas listed below. If the candidate lacks sales experience, it may be that she has little background upon which to draw and will benefit from sales training and coaching. However, if she is an experienced sales professional, her low score may indicate bad habits or a lack of knowledge.
When talking with references ask the following types of questions.

Low Consultative Sales Knowledge
The remainder of this report suggests ways to effectively manage this person. In some cases the management suggestion identifies a potential problem area in her personality results and recommends an approach for optimizing her effectiveness on the job. In other cases, her motivations are discussed and suggestions for how to best motivate the candidate are highlighted.