![[Profiles Sales Indicator™]](images/psi_sm_logo.gif) The
"80/20 Rule" says that 80% of all products and
services are sold by just 20 percent of the
salespeople. This presents a challenge to sales
executives who direct teams of salespeople. An
analysis of several sales organizations reached the
conclusion that about half of the people in the
study lacked the behavioral characteristics required
to effectively perform the duties that sales jobs
call for. They should never have been hired for
sales positions in the first place. The study found
that of the remaining 50%, half had the potential
for success in sales, but were not hired to sell the
right kind of product or service. The study
concluded that only about 25% of those working in
sales position have a good match with the work they
are doing. Thus, the "80/20 Rule" is only "valid"
because people lacking sales essentials get hired
and others are not matched with the right products
or services.
 The
Profiles Sales Indicator™ provides a means of
selecting people who have the five qualities that
make salespeople successful: Competitiveness,
Self-reliance, Persistence, Energy, and Sales Drive.
It also predicts on-the-job performance in seven
critical sales behaviors: Prospecting, Closing
Sales, Call Reluctance, Self-starting, Teamwork,
Building and Maintaining Relationships, and
Compensation Preference.
The Profiles Sales Indicator can be customized by
company, sales position, department, manager,
geography, or any combination of these factors.
Empirical data can be used to develop a pattern that
will tell you how well a job candidate matches your
successful salespeople.
The Profiles Sales Indicator is easy to use. It can
be taken in just 15-20 minutes and produces clear,
readable reports that are direct and to the point.
These reports can be used for selecting, managing,
and training salespeople more effectively. This tool
provides objective data for developing a more
effective sales team, one person at a time.
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