Beat the 80-20 Rule once and for all by selecting
only those salespeople with the potential for extraordinary success
It has been long been accepted that 80 percent of all products and
services are sold by just 20 percent of the salespeople. The so-called
80-20 Rule is a challenge to all sales executives who strive to
build exceptional sales organizations. Profiles International, Inc.
has developed a tool for those who want to break with tradition and
banish the 80-20 Rule forever. It is the
Profiles Sales IndicatorTM, an assessment that
measures the essential qualities of salespeople.
When people make an honest effort to do a good job and fail, it is
usually because they were in jobs that they did not fit. Matching
people with the work they do is a primary mission of Profiles
International, and an analysis of people working in sales shows that
over half of them are miscast. They lack the basic qualities required
for success in sales and should be doing something else for a living.
Of those remaining, half could succeed in sales, but at the moment,
they are selling the wrong product or service. That leaves 20 to 30
percent of the salespeople who are in jobs that they fit. These are
the people who sell about 80 percent of the worlds products and
services.
When hiring salespeople, the
objective is to hire only those who have the characteristics of the
top 25 percent. The challenge is to find an instrument that can access
those characteristics with ah high degree of accuracy.
Profiles Sales IndicatorTM
is the solution.
This suggests that about half
of the people in sales should never have been hired for sales jobs in
the first place and another 25 percent should have been hired to sell
something else. Thus, the typical employer may be making three hiring
mistakes for each correct one. Obviously, the best lace to attack the
80-20 Rule is in the hiring process.
The Profiles Sales IndicatorTM
measures the 5 key
qualities that make sales people successful:
Match to
Your
Customized Job Pattern:
-
Persuasive Confident Assertive
-
Independent Individualistic
-
Preserving Unwavering Emotionally Tough
-
High Endurance Spontaneous Fast Paced
-
Success Oriented Internally Driven
Outcome Focused
Predict
Performance in 7 Critical Sales Behaviors:
The
Profiles Sales IndicatorTM
is Easy to Use:
- It can be taken in just
20 minutes
- You get clear, readable
reports
- Reports are direct and to
the point
- Gives you the percentage
of job match
The
Profiles Sales IndicatorTM has Many Uses:
- The selection of top
salespeople
- A guide to a planned
self-improvement program
- A management training
guide