1. SalesMax for Hiring Top Performing Salespeople Achieving Sales Success at

2. Topics Introduction Your needs SalesMax Hire The Best Validation Study Develop Excellence Summary

3. Your Needs A process to assist HR and managers in selecting top performers Tools to help identify those with the greatest potential to succeed Resources to make the process easy to use for HR and hiring manager A tool for developing the current sales force Identify strengths and key developmental needs Development resources for salespeople

4. Background We represent a firm of organizational psychologists and consultants. This firm has a thirty year history of providing organizations with selection and development solutions to meet their business needs. In the past 15 years they have steadily grown into an international consulting & assessment presence Extensive experience serving large, medium and smaller clients Their staff people are: Organizational psychologists Management consultants Software designers Service professionals

5. Our Areas of Expertise Provide selection and development solutions to meet the business needs of our clients Competency modeling Executive assessment and coaching Test validation and integrated selection programs Succession planning & development programs Web-based assessment tools We offer solutions tailored to all levels of the organization Executives Senior Managers Managers / Supervisors Professionals Associates

6. Positioning “Scientist-Practitioners” Licensed Industrial/Organizational Psychologists Test validation focuses on criterion-related validation (I.e., predicting job performance measures) Not benchmarking or simple statistical analysis using a Stat program “Client-Centric” Approach Treat each client as a unique engagement Develop customized assessments, if necessary Provide supporting services around selection & development offerings Support clients through a team of consultants, technologists and customer service representatives

7. Sales Research Actively researched “sales personality” since the mid-1980s. Developed and refined sales success tools since 1992. Researched sales across levels and industries Retail Sales, Telemarketing, Consultative Sales, One call sales Identified certain characteristics that contribute to success in most types of sales positions Assertiveness, Energy, Sociability, etc.

8. Representative Clients and Ongoing Research Projects

9. Comprehensive Approach To understand effective sales behavior, you must understand the whole person… Innate – How Personality Learned – What Knowledge Skills Experience Personal Motivators - Why

10. SalesMax…Select and Develop Top Sales Talent

11. SalesMax Targeted assessment for sales professionals Focuses only on those factors most applicable to a consultative/relationship oriented sales role A comprehensive, web-based assessment tool designed to aid in selection and development Selection Report – identifies candidates who are most likely to achieve above average success in professional sales Developmental Report – helps current employees to identify strengths and developmental areas and guides them in constructing a personal development plan to achieve success

12. SalesMax Measures Sales Personality Relatively stable characteristics that do not change easily over time Energy Sociability Expressiveness Resilience Assertiveness Follow Through Optimism Serious-Minded

13. SalesMax Measures Personality Scale Example of Low Level Example of High Level Energetic Follows Through Optimistic Resilient Lack of urgency, slow to complete work Undependable Negative, pessimistic outlook Sensitive to criticism and rejection Enthusiasm, hard work, visible effort Completes tasks, follows through on commitments Positive, optimistic outlook; Weathers adversity well Thick-skinned; able to handle criticism and rejection well

14. SalesMax Measures Personality Scale Example of Low Level Example of High Level Assertive Social Expressive Serious-Minded Difficulty exerting influence, taking charge or asking for the sale Shy, more of a loner than a people person Reserved, may have difficulty displaying enthusiasm Makes decisions too quickly or takes unnecessary risks Possesses a confident sales presence Outgoing, enjoys client/customer contact Free and easy conversational style Serious-minded, businesslike and professional

15. Personality Scale Example of Low Level Example of High Level Self-Reliant Accommodating Positive About People Lacks initiative Overly competitive, aggressive and disagreeable Distrustful, negative view of people and their intentions Takes charge, gets things done Win-win style Balanced outlook regarding people and their intentions

16. SalesMax Measures Sales Knowledge Scenario-based questions measure understanding of effective strategies at key stages of the sales cycle Prospecting/Pre-qualifying First Meeting/Impressions Probing/Presenting Overcoming Objections Influencing/Convincing Closing

17. SalesMax Measures Sales Knowledge Description Identifying sales prospects and pre-qualifying them. Recognizing the importance of first impressions in initiating positive and productive sales relationships. Developing a clear understanding of the customer's specific needs. Problem solving and overcoming objections. Convincing the customer of the value of company products and/or services. Negotiating and closing the sale. Prospecting / Pre-qualifying First Meetings / First Impressions Probing / Presenting Overcoming Objections Influencing/Convincing Closing

18. SalesMax Measures Sales Motivations Through a forced-ranking approach, candidates reveal their key motivational drivers Recognition/Attention Control Money Freedom Developing Expertise Affiliation Security/Stability Achievement

19. SalesMax Measures Motivator Description Extent to which one values recognition for work well done; enjoys being the center of attention. Extent to which one prefers positions of leadership or control. Likes to be in charge. Extent to which one is motivated by financial rewards, such as money and material possessions. Extent to which one values personal freedom to make decisions and function independently. Recognition/Attention Control Money Freedom

20. SalesMax Measures Motivator Description Extent to which one values becoming an expert and perfecting skills within a chosen field. Extent to which one is motivated by interactions with other people. Enjoys helping and other people. Enjoys helping and dealing with people Extent to which one is motivated by stability and security in life and in career. Extent to which one is motivated by overcoming successive challenges; enjoys challenges for their own sake. Developing Expertise Affiliation Security/Stability Achievement

21. SalesMax Research Designed based on 10+ years experience assessing professional sales candidates Input from top sales experts/trainers Published sales literature Originally validated with 3 organizations Business services Office products/services Home remodeling/building

22. SalesMax Results Original Validation Sample Salespeople with top SalesMax scores sold 34% more than bottom scorers

23. Probability of Success in Sales Range Score Probability of Probability of Bottom Half Top Half Performers Performers Avoid 0 – 18 84.2% 15.8% OK 9 – 23 53.8% 46.2% Good 24 -26 33.3% 66.7% Better 27 -33 32.0% 67.8% Best 34 -45 33.3% 66.7% Opportunity for Sales Success

24. SalesMax Results Fortune 500 Insurance Company By selecting those with scores of 25 and higher, mean sales for the selected group would be $4,895,083 for an average improvement in sales of $1,146,113 per sales rep.

25. SalesMax Results Sales of Consulting Services Those who “passed” SalesMax had double the gross profit as compared to low scorers

26. SalesMax Results Advertising Sales Low scorers (Avoid) sold less than 10% of goal versus over 90% of goal to top scorers (Best).

27. SalesMax Results Mortgage Loan Officers Top scorers (Best) had sales volumes that were double that of bottom scorers (Avoid)

28. SalesMax Results Commercial Lines Insurance Top scorers sold almost double compared to bottom performers

29. A Complete e-Solution Candidate logs-in to our secure Survey Site Affirms a Statement of Informed Consent Completes the survey in about an hour Client logs-in to our secure User Site System software scores the survey A report is produced immediately Anywhere, anytime, with an Internet connection

30. SalesMax Selection Reports Graphic Profile Success Profile Selection Advice Probability of Sales Success Assets and Potential Liabilities Interview & Reference Probes Management Suggestions

31. SalesMax Selection Reports Graphic Profile Success Profile Selection Advice Probability of Sales Success Assets and Potential Liabilities Interview & Reference Probes Management Suggestions

32. SalesMax Selection Reports Graphic Profile Success Profile Selection Advice Probability of Sales Success Assets and Potential Liabilities Interview & Reference Probes Management Suggestions

33. SalesMax Selection Reports Graphic Profile Success Profile Selection Advice Probability of Sales Success Assets and Potential Liabilities Interview Probes Management Suggestions

34. SalesMax Development Reports Graphic Profile Detailed Feedback Personality Knowledge Motivations Developmental Suggestions Action Plan Guidance

35. SalesMax Development Reports Graphic Profile Detailed Feedback Personality Knowledge Motivations Developmental Suggestions Action Plan Guidance

36. SalesMax Development Reports Graphic Profile Detailed Feedback Personality Knowledge Motivations Developmental Suggestions Action Plan Guidance

37. SalesMax Development Reports Graphic Profile Detailed Feedback Personality Knowledge Motivations Developmental Suggestions Action Plan Guidance

38. Use Standard Version of SalesMax Assess Systems will conduct a Job Analysis for a reasonable investment Identify areas where Behavioral Interview Questions can be helpful Develop Behavioral Interview Questions with management Build a Behavioral Interview based on the Job Analysis Incorporate the Behavioral Interview within the SalesMax report

39. Validation by Licensed Psychologists Includes These 9 Steps Job Analysis SalesMax Survey administration Supervisor Rating collection Compiling Performance data Data analysis Validate a custom SalesMax success profile Customize SalesMax report Construct Interview Guide Report and documentation

40. Understand the Job First Review Existing Documents Job descriptions, training manuals, etc. Facilitate Focus Group(s) Include job expert, such as top performers, sales managers, strategic visionaries Define the key success factors for the job Understand how the job and organization are changing Document results Results guide… Data collection Selection and Development programs Customization of assessment tools

41. Process Design Your Organization’s SalesMax Success Profile Construct based on job data Answers “who will be successful” specific for your specific job and company Validate predictiveness using SalesMax and performance data from study Control for any adverse impact Construct Interview Construct new or integrate existing interview Structured, behavior-based interview Focused on key competencies Integrated into SalesMax report

42. Gather Validation Information SalesMax SalesMax survey completed by 150 – 300 members of sales force Easy web administration, takes about 1 to 1 ½ hours Objective Performance Data Compile existing sales volume and market data Supervisor Ratings Special ratings, not annual performance reviews Collected in facilitated sessions, either live or by telephone Yields a much higher quality data – greater accuracy

43. Report & Apply Results Summarize Group summaries of all measured areas Apply Results Design selection process Customize assessment tools Validate predictiveness of tools Plan development

44. Hire the BestTypical Validation projects range from $$75,000. to $100,000.Assess Systems will conduct a typical validation study for $55,000.00

45. Typical Hiring Process Targeted Recruiting Pre-Screen Review of application and resume Brief telephone interview for basic qualifications SalesMax Assessment Candidate completes on the Web, anytime, anywhere Results are reviewed and top few candidates invited for interview Interview(s) Structured, behavior-based and focused on key success factors Interview guide integrated into SalesMax report Interview Guide includes individualized probes based on assessment results Hiring Decision

46. Benefits to the Organization Fewer expensive hiring mistakes The cost of a bad hire is typically estimated at 1 to 1 ½ times annual compensation Increased sales performance By avoiding the potentially worst performers, effectively raise the average productivity of your sales force Consistent, legal hiring practices across the organization Increased efficiency means sales managers spend less time hiring and training Managers can invest more time with their high potential salespeople Increased retention by improving person-job fit

47. Summary We offer Extensive experience with sales assessment and large organizations Scientifically developed assessment tools Consulting resources to help you implement effectively Flexible technology and a tailored approach SalesMax is a Comprehensive Sales Assessment for Selection & Development Effective hiring helps you choose the top talent of the future Individual development helps grow your current sales team