Product/Service

SalesMax

Source: Bigby, Havis and Associates
Features of SalesMax
Pre-employment assessment for the selection of top performing salespeople for professional, consultative sales positions.

This state-of-the-art system provides a comprehensive assessment of a candidate's sales personality, sales knowledge and personal motivations.
Run from any internet connection anywhere, anytime, worldwide.

How does SalesMax differ from other sales assessments?

SalesMax is a state-of-the-art, Internet based system that produces work-related narrative reports to assist in the selection of outside or internal candidates for professional sales positions.
It was designed and validated with top performers and built around a consultative sales approach. Web-based, it is easy to use in the field and can be customized to your organization.
The SalesMax System provides immediate testing, evaluation and reporting at your site. The SalesMax report provides:

  • A Success Index - The probability of the candidate's success in a sales role.
  • Interview and Reference Probes - Helpful guides for the interviewer to follow-up on areas of potential weakness.
  • Management Suggestions - Recommendations for how to manage the candidate if you hire him.

In addition, each report provides a detailed evaluation of: Sales Personality:

Success begins with the basic disposition for sales. Personality traits are stable characteristics that are not easily changed through training. Sales candidates should possess the right personality from the start. SalesMax measures personality characteristics that contribute to someone's effectiveness in the sales role:

  • Energetic
  • Follows-Through
  • Optimistic
  • Resilient
  • Assertive
  • Social
  • Expressive
  • Responsible
  • Self-Reliant
  • Accommodating
  • Positive About People

Sales Knowledge:

SalesMax measures the candidate's knowledge of effective strategies for various sales situations. Experienced candidates should score well in most of these areas. For the inexperienced or poorly trained candidate, SalesMax helps you target training needs. The sales knowledge areas it evaluates are:

  • Prospecting/Prequalifying
  • First Meeting/First Impressions
  • Probing/Presenting
  • Overcoming Objections
  • Influencing/Convicting
  • Closing

Sales Motivations: The Motivations Section of SalesMax will help you gauge the fit between the candidate's motivational needs, your supervisory style, and the rewards available in your organization. SalesMax looks at these motivators:

  • Recognition
  • Control
  • Money
  • Freedom
  • Developing Expertise
  • Affiliation
  • Achievement

Bigby, Havis and Associates, 12750 Merit Drive, Suite 660, Dallas, TX 75251. Tel: 800-283-6055; Fax: 972-233-3154.