The Sales Achiever questionnaire compiles a numerical score in six Mental Aptitudes and ten Personality (i.e., Behavioral) Dimensions. It is then possible to compare a person’s scores in both mental aptitudes and personality (i.e., behavioral) traits to people who have proven successful in a job category. It is suitable for any industry and can be used as both a pre-employment screening profile and an organizational development tool.
- Energy level
- Adaptability to change
- Memory Recall – knowledge of current events as they relate to the job
- Vocabulary – general English vocabulary skills
- Numerical Perception – ability to handle numerically related tasks quickly and accurately
- Mechanical Interest – measures interest in the mechanical area
The ten Personality (i.e., Behavioral) Dimensions measured by the Sales Achiever are:
- Energy – energy, drive, tension and stress levels
- Flexibility – integrity, reliability, dependability and work ethics
- Organization – personal orientation to plan and utilize time wisely
- Communication – innate ability to meet and interact with people
- Emotional Development – ego, self-esteem, self-confidence and ability to handle pressure
- Assertiveness – strength and determination to get one’s way
- Competitiveness – team orientation versus individualistic competitiveness
- Mental Toughness – psychology stamina to deal with life and job problems
- Questioning/Probing – instinct to question and probe rather than accepting things at face value
- Motivation – security-motivated or recognition, incentive and commission oriented
The Sales Achiever report includes a narrative segment which explains each aptitude and personality dimension that is being assessed in the report and how the individual has scored in each compared to the sales job. A pictorial analysis compares the individual’s actual scores to the desirable benchmarks for the job. These benchmarks may be derived for an individual company based on their own successful people in the job, based on the job description, or the person can be assessed against a database of people who are successful in those jobs. The Sales Analysis identifies the person’s strongest areas and areas the person could benefit from developing in, based on the following five elements of selling:
- Developing rapport
- Identifying a need or desire
- Presenting the product/service to fill prospect’s needs
- Dealing with objections
- Closing the sale
A Personal Development Plan compiles an overall assessment of the individual to the aptitudes and traits required to successfully perform the job. It identifies actions the individual can take to become stronger in the overall job itself. Behavioral interview questions are provided and can be asked in a secondary interview process. In addition, responses are given that the interviewer might look for from the person in relationship to the person’s linkage or non-linkage to the job.