Selection & Development   SalesMax ® for Sales Professionals Development Report Develop your current sales staff Start exceeding sales goals and improving your sales force today. Target current individuals' strengths and development needs — focus on the greatest impact for your sales team. SalesMax gives feedback on specific personality factors that help or hinder effectiveness in sales:     — where to target          training efforts     — what motivations will          mean the most SalesMax Development Profile — Interpretation Sample — Personality Factors Linked to Sales Performance Your basic, underlying personality may ( + ) help you perform at a high level -or- may ( - ) hinder your effectiveness if you do not manage certain characteristics. Consider the following: - Your energy level appears to be well below that of the typical successful salesperson. While it is possible to compensate for a slow or methodical work pace by working smarter or being more organized than most other sales, a low energy level can be a significant liability. To improve in this area, see the Increasing Your Work Pace suggestion provided later in this report. - / + You may be somewhat less dependable about following through on your commitments than the best salespeople. If this is true, consider the Improving Your Follow Through suggestions provide later in this report. - / + Not overly thin-skinned about the rejection that inevitably comes as part of sales, you should be able to bounce back from disappointments at an acceptable level. However, if you would like to improve in this area, see the Developing Greater Resilience suggestion provided later in this report. The SalesMax DEVELOPMENT report is for the individual Personality Know the natural fit with the sales role. The profile is a quick summary that shows results compared to our SalesMax norms. The triangles indicate the individual's percentile scores compared to these norms. Profile Example: The profile is a quick summary which will allow you to see your results compared to SalesMax sales norms. The small darkened triangles indicate your percentile score compared to these norms. Use these results and the suggestions that follow to develop areas needing improvement or to accentuate your strengths. Sales Personality     Energetic xxxxxxx xxxxxxx Optimistic xxxxxxxxx Assertive xxxxxx xxxxxxxxxx xxxxxxx xxxxxx xxxx xxxxxxx xxxxxxxxxxxxx xxxxxxxx xxxxx xxxxxx Motivatons Know what will motivate the individual. This profile is a quick summary of the relative importance of various forms of motivation to this person. The higher the score, the more likely the factor will be a key motivator. Sales Motivations   Recognition / Attention xxxxxxxxx Money Freedom <xxxxxxx xxxxxxx xxxxxxxxxxxxx xxxxxxxx / xxxxxxxxx xxxxxxxxxxxxx Knowledge Know their knowledge gaps. This profile is a quick summary of knowledge of effective strategies in key stages of the sales cycle. Although you may not expect an inexperienced candidate to know much; your expectations for experienced sales professionals should be higher. Sales Knowledge   Prospecting / Pre-qualifying First Meeting / First Impressions Probing / Presenting Overcoming Objections Influencing / Convincing Closing Predicting Sales Success Personality Factors Linked to Sales Performance: Your basic, underlying personality may ( + ) help you perform at a high level or may ( - ) hinder your effectiveness if you do not manage certain characteristics. Consider the following: - Your energy level appears to be well below that of the typical successful salesperson. While it is possible to compensate for a slow or methodical work pace by working smarter or being more organized than most other sales, a low energy level can be a significant liability. To improve in this area, see the Increasing Your Work Pace suggestion provided later in this report. - / + You may be somewhat less dependable about following through on your commitments than the best salespeople. If this is true, consider the Improving Your Follow Through suggestions provide later in this report. - / + Not overly thin-skinned about the rejection that inevitably comes as part of sales, you should be able to bounce back from disappointments at an acceptable level. However, if you would like to improve in this area, see the Developing Greater Resilience suggestion provided later in this report. + You have a confident sales presence and feel comfortable exerting influence. Asking for the sale generally should come easily for you. Development Suggestions Based on Your Personality Increasing Your Work Pace A review of your answers to the personality questionnaire suggests that your work style is likely to be much more slow-paced than that of the most successful salespeople. If you find yourself not getting as much done as you should, or simply wishing you could be more energetic -- consider the following suggestions: Activities Set ambitious, urgent time goals in your work. For example, if you currently call on ten customers a day, push yourself to call on eleven. Take a look at your schedule of physical exercise. Developmental Action Plan SalesMax points out some areas of strength and also some areas of potential weakness. After you have thought about your SalesMax feedback and developmental suggestions (and, perhaps, after you have had a chance to discuss them with someone you respect), write a developmental plan. Building On Strengths Start first by recognizing your strengths and thinking about how you can build upon them to be effective in your job. Your SalesMax results can help you to highlight these areas. Then, decide on and list activities to boost sales by building on your strengths: ------------------- ------------------- -------etc------- Contact us for SalesMax information, pricing, sample reports. View SalesMax e-brochure Available languages include: USA English International English UK English Australian English New Zealand English Korean Latin American Spanish Spain - Spanish Brasilian Português Português / Portugal Dutch Nederlands Magyar / Hungarian More SalesMax Information       Selection Report       Report Options       SalesMax Features & Benefits       How SalesMax Measures       How SalesMax Works       How SalesMax is Different       SalesMax e-brochure Contact us for more SalesMax information, pricing & sample reports. Return to SalesMax main page. -------------   Selection and Development systems — Options   SalesMax for selecting & developing sales professionals         Selection Report         Development Report         Features & Benefits         What SalesMax measures         How SalesMax works         How SalesMax is Different From Others         Report Options         Request SalesMax pricing, sample reports   ASSESS for Managers, Professionals, Executives   SELECT Associate Screening System - entry-level, hourly, temporary         Administrative Support         Banking             – service associate             – sales associate             – service & sales associate combination             – instore sales associate             – sales associate combination             – branch manager         Call Centers             – inbound combination             – inbound service             – inbound sales             – outbound sales             – sales combination             – call center suite         Convenience Stores             – store associates             – store manager         Customer Service ---         Health care         Help Desk Agents         Hospitality         Leasing Agents         Office & Light Industrial Combo         Personal Services - beauty salons, spas...         Production and Distribution         Receptionist         Retail Stores             – retail store manager             – retail sales associate             – retail clerk / cashier             – staffing retail combo         Abilities Testing options:             – Arithmetic 1             – Arithmetic 2             – Reading 1             – Reading 2             – Checking             – Coding             – Graph & Charts         Select -- Request Information / Pricing   ======   OTHER  AVAILABLE  TESTS / ASSESSMENTS =============    E-Net Hire attitudinal testing for hourly, entry-level, general    Proception2 profiling system - DISC    Business Motivators - attitudes, values    Perceptions 360 - 360 degree feedback - dual scale multi-rater system    E-Net Select — Job Application Management & Tracking System   Return to the Selection and Development Systems main page. The SalesMax assessments are developed by Assess Systems. All SalesMax product graphics and page screens and their content are a copyright of Assess Systems. Maximum Potential Inc. and its distributor Select, Assess & Train LLC are authorized resellers of this assessment.	Saturday, February 11, 2012   When used at a large insurance company, those who scored high on SalesMax sold 2-1/2 times more than those who scored low.

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