The Profiles Sales Assessment is a job matching tool designed to help managers uncover the qualities that typify individuals who are generally successful in a given sales position or job. These qualities include Learning Style, Behavioral Style, Job Interests as well as Critical Sales Behaviors that coincide with certain behavioral traits. The PSA measures Job Fit, looking at the Total Person as follows:
- Thinking Style: Can the candidate cope with the mental demands?
- Behavioral Traits: Will she be comfortable in the job environment?
- Occupational Interests: Is she motivated by this kind of work?
Thus, in addition to the 3 major headings evaluated within the PSA assessment, the individual is evaluated against 20 core attributes and 7 sales behaviors.
Sales Behaviours assessed include:
- Prospecting
- Closing the Sale
- Call Reluctance
- Self‐Starting
- Working with a Team
- Building and Maintaining Relationships
- Compensation Preference
The PSA findings can be used with the Performance Management System (PMS) to document and entrench top sales performance traits by hiring and coaching towards top performance. Similarly, the PSA findings can be used with PMS to document low performance traits and hire/train against them.
PSA findings are presented in user-friendly reports detailing the percentage job match, areas of job fit and challenge areas. The various reports are used to assist business persons in placing, understanding, developing, and effectively managing employees in sales-related positions.
Reports
- The Performance Model Comparison is typically used to identify how well a person will fit into a given position.
- The Interview Guide – Challenge Areas provides questions designed to assist the interviewer when the candidate scores outside the Performance Model
- The Strategic Workforce Planning report allows matching one individual to several jobs in the organisation. This helps facilitate a better understanding of where the best job fit may be expected and is often used in talent management.
- The Candidate Matching report shows the results of comparing several candidates’ percentage matches to a job. The best matching candidates are at the top to allow quick appreciation of candidates for further consideration.
- The Individual Profile may be shared with the individual who took the assessment. This report does not provide the actual scores for each separate scale but instead includes a description of what the individual’s scores suggest. There is no job matching information in this report.
- The Summary Graph is a convenient one-page summary presented in graphical form. The graph provides the individual’s scores matched to a the profile of the job.
The Profiles Sales Indicator is easy to use. It can be taken in just 20 minutes to an hour, and produces clear, readable reports that are direct and to the point. These reports can be used for selecting, managing, and training salespeople more effectively. This tool provides objective data for developing a more effective sales team, one person at a time.