"Sales prehire
test and consulting that provides a totally unbiased, non-emotional view of
every candidate...enabled us to turn our sales force completely around." -
Dennis Gillespie, VP Sales, Lintech International
What's inside top
Sales Performers
that's missing in others?
The DNA inside a person
determines what that
person will become.
Years of extensive
research
and successful experience recognize this difference
as the DNA
of Sales Success™.
You
CAN IDENTIFY this DNA and
hire High Producers
every time.
One of the greatest challenges facing
sales managers today isn't
finding salespeople who CAN do the job.
That's fairly easy most of
the time.
However, finding
salespeople who possess the skills and
experience that apparently
qualify them for your sales
position is
NOT
the real challenge.
The
real challenge is identifying and hiring salespeople whonot only can
do thejob,but who WILL do the job.
You can determine who these people
are - and eliminate those who are
not - by using our exclusive:
Science of Sales Selection™
This innovative
selection process involves two
crucial steps to identify candidates
who
fit your
situation, and possess the DNA of Sales Success™.
These steps are:
1.
Cutting-Edge
Sales Pre-Hire Test and Consulting
2.
Advanced Interview Selection Techniques
You can't
afford to count
on good luck when you
are hiring
salespeople!
Step 1
Cutting-Edge Sales Pre-Hire Test
and Consulting
Our exclusive Science of Sales
Selection™
program is a simple web-based
process
that's easy a 1-2-3 and will enable you to:
1. Match your
candidates' personality to the ideal characteristics for the position
2. Measure the sales skill level of your candidate
3. Insure that your candidates possess the DNA of Sales Success™
"We used to think our fate was in our stars. Now we know, in large measure, our fate is in our genes."
-
James Watson, Nobel Laureate
These are the four
elements that make up the DNA of Sales Success™.
• Intrinsic motivational energy that impels
strong sales activity
• Sufficient goal-direction to be self-starting
• Passionate desire for acquiring money and
achieving results
• Identification and pursuit of new sales
opportunities without making
excuses
Sales pre-hire test and consulting reveal and match
desirable levels of these attributes to your position
requirements. You can select blue-chip sales candidates whose
behaviors match the sales position, who know and understand the
consultative sales process, and who possess the right DNA of Sales
Success™. These are the candidates
who are most likely to become high producers for you.
The Science of Sales Selection™
includes the following four
assessment instruments.
The SPQ*Gold®
Call Reluctance
Scale®
The single characteristic shared by the most successful salespeople
is simply
this: They initiate contact with prospective
buyers in greater numbers than
those who are not as successful. SPQ*GOLD®
measures hesitation to initiate
contact with prospective buyers in sufficient numbers
to be successful.
Link to see sample report:
http://www.mikestewartseminars.com/PDF_Files/SPQSampleReport0701.pdf
Workplace Motivators (Personal Interests,
Attitudes and Values Current research in the United States
and Europe shows clearly that high
Performers share one common internal motivator - a
strong Utilitarian attitude.
Statistically, those with strong Utilitarian attitude
make lots of sales and those
without it don't, unless they receive special
incentive.
Link to see sample report:
http://www.mikestewartseminars.com/PDF_Files/TTISI-PIAVWorkplaceMotivatorsSampleReport.pdf
Sales Strategy Index (Sales Skills
Knowledge) Sales ability tests that reveal the
sales skill levels of your sales candidates.
Focus your training and coaching where they are needed.
By comparing
assessment responses with those of proven high
achievers, this report reveals
sales skill strengths and areas for improvement.
Link to see sample report:
http://www.mikestewartseminars.com/PDF_Files/TTISI-SalesStrategyIndexSampleReport.pdf
DISC StyleMatch™ Analysis (DISC for Sales Professionals)
Salespeople who are highly qualified in every other way still need
to fit into
your culture and relational sales environment in order
for you to build a
strong sales force.
Link to see sample report:
http://www.mikestewartseminars.com/PDF_Files/TTISI-DISCSalesVersionSampleReport.pdf
"Totally unbiased,
non-emotional view of every candidate... enabled us to turn our sales force completely around." - Dennis Gillespie, VP Sales, Lintech International
Step 2
Advanced Interview
Selection Techniques
We help you learn advanced interview
selection techniques that enable you to answer the most important
sales selection question shared by the most successful sales
managers and human resource professionals in the world:
What is the difference between salespeople who CAN do
the job and those who WILL do the job?
Finding salespeople who CAN do the
job is relatively easy. Unfortunately, however,
if you are like most sales management and human resource
professionals your former employee files are filled with them.
Those people were unsuccessful not because they couldn't do the job.
They were unsuccessful because they CHOSE NOT to do the job.
In order to develop your ability to
identify sales candidates who not only CAN do the job, but those who
WILL do the job, we offer three levels of skills development.
Level One:
Consultation in conjunction with the debriefing of the Assessment
Instruments.
As a result of the time they spend
with Mike Stewart and, in some case with Barbara
Stewart, our Clients acquire sufficient skill to understand and
debrief our assessment instruments themselves and apply this
knowledge. However, our assessment debrief consultation and
coaching services are always available to our Clients on an
as-needed basis.
This option is selected by virtually
every one of our Clients inasmuch as it is offered
concurrently with the delivery of all of our assessment reports.
Level Two:
Hiring and Motivating High Performance Salespeople Workshop
Over 90% of hiring
decisions are made based on emotion after less than an hour of
actual interview time, according to information developed by Harris-Plotkin.
Even "
more significant is this date, according to Michigan State
University:
Interviews are only 17% predictive of on-the-job performance
Our two-day Hiring and
Motivating High Performance Salespeople Workshop is based on Mike
Stewart's more than 35 years' successful personal experience in
professional sales as a manager, executive, trainer, coach and
consultant. He has made hundreds of presentations to literally
thousands of managers during this time, both through his own
practice and on the faculty of the American Management Association
where he was the highest rated Course Leader in their Sales
Management department. He has also worked one-on-one with
several recognized experts in the field of sales selection including
pre-employment assessment, two of whom are George Dudley, the
world's pre-eminent authority on Sales Call Reluctance, and Charles
Menzies, a pioneer in behavioral assessment normative selection
studies.
The material in this
unique, one-of-a-kind workshop was developed by Mike using proven
assessment and interview techniques, and includes:
Topical Outline for:
Hiring High Performance Salespeople and Starting Them Off Right Workshop
The Business Realities
of Sales Management
A Step-by-Step Sales Recruiting and Selection Process
Position Description
Credentials of a Successful Candidate
Sources of Desirable Sales Candidates
Resumes and Pre-Screening
Interview Techniques
- The Conversational Interview
- Behavioral Interview Skills
- Competency-Based Selection Techniques
-Common Questions/Uncommon Results
The Short List
Integrating Pre-Hiring Assessment Instruments into the Selection
Process
Follow-Up Interviews
Negotiation and Selection Decision-Making
Starting the New Hire Off Right
Long-Term Motivation Techniques
Level Three:
Accreditation to deliver the Fear-Free Prospecting and
Self-Promotion Workshop®.
The SPQ*Gold® Call Reluctance Scale®, which measures three elements
of the DNA of Sales Success, is far and away the most sophisticated
and psychometrically valid
of the assessment instruments that we use in the Science of Sales
Selection. As such, it requires the most technical skill to
debrief and apply in order to receive its
full value.
This four-day
accreditation workshop prepares participants not only to present the
Fear-Free Prospecting Workshop and use the SPQ*Gold®
instrument more
successfully in pre-hiring assessment. It also prepares
participants to be fare more
successful in coaching new sales hires, as well as current
salespeople, to dramatically
increase their prospecting activities and improve their closing
skills.
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