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Why
is it that so many apparently well-skilled, motivated
and goal- focused salespeople fail to live up to expectations
once recruited into the role?
Generations
of sales recruiters across all industries have tried
to understand the problem of why, despite the raft of
recruitment aids available, it is so difficult to predict
future sales performance. These days a successful sales
recruitment is expensive enough, but the wasted management
& development time, lost sales and replacement costs
of an unsuccessful recruitment decision are catastrophic!
Two
American behavioural scientists, George Dudley and Shannon
Goodson, have devoted over 25 years to researching,
understanding and developing solutions to the problem
we now know as Sales
Call Reluctance®. During 1100 studies of
separate international sales organisations they discovered
that unproductive, fear-based behaviours, rather than
a lack of skills, are usually the cause of performance
failures. Most salespeople know how for example to initiate
sales discussions with customers, overcome initial objections,
ask for referrals or follow-up by telephone - they often
just have behavioural reluctances that leave them uncomfortable
about doing so, even if they are otherwise well-motivated.
The
outcome of all this research has been the development
of a psychometric instrument which accurately measures
each of the 12
of sales reluctance behaviours on a scale of 0-100.
Known as SPQ* GOLD®, this sales behavioural profile
also incorporates a number of other key measurements
including motivation levels and goal clarity. As a predictor
of likely future performance it has become an essential
weapon in the armoury of today's sales recruiter.
SPQ*GOLD®
Graphical
View
Full Size pdf (18 kb) |
Identification
of those with sufficiently high levels of behavioural
blockages (as detailed above) as are likely to
severely hamper their ability to generate sufficient
business for you.
- Clear illustration of to what degree candidate’s
potential to perform will NOT translate into action
due to behavioural blockages.
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SPQ*GOLD®
Assist
View
Full Size pdf (52 kb) |
SPQ*GOLD®
Assist, when used in conjunction with the main
report, is a further tool for assisting management
in making sales selection decisions.
SPQ*GOLD
has been rigorously developed and tested. For
technical details
please click here. |
PLEASE
CONTACT US FOR
MORE INFORMATION
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SPQ*Gold®
& Sales Recruitment