CrossRoads Workforce Dynamics -- Results

Sales Indicator^TM

Finding one of those 20% salespersons

There's a saying that claims 80 percent of all products and services are sold by just 20 percent of all salespeople.

This presents a challenge to sales executives who lead sales teams. An analysis of several leading sales organizations have concluded that about half of the people in the study lacked the behavioral characteristics required to effectively perform the duties that sales jobs require. They should have never been hired for sales in the first place.

Of the remaining 50 percent, half had the potential for success in sales, but were not matched to the right product or service. The study concluded that only about 25 percent have been properly matched to the product they are selling.

So, how do you find one of those people?

The Sales Indicator™ provides a means of selecting people who have the five qualities that make sales people successful:

Competitiveness
Self Reliance
Persistence
Energy
Sales Drive

The assessment also predicts on-the-job performance in seven critical sales areas:

Prospecting
Closing Sales
Call Reluctance
Self-Starting
Teamwork
Building and Maintaining Relationships
Compensation Preference

There are two reports generated by this survey: one for management that points out strengths and weaknesses comparing it to a predetermined company standard. To view the Management Report, click here.

The other is for the individual, which does not compare to the company. To view the Individual Report, click here.

To view a Sales Indicator brochure, click here.

For more information on the Sales Indicator, click here.