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 indicated 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 essential sales skills get hired and other sales people are not matched with the right products or services. Through the use of our pre employment screening tools and our employee assessments, you CAN beat the "80/20" rule.

The Profiles Sales Indicator assessment 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 act as an indicator of how well a job candidate matches your currently successful salespeople.

The Profiles Sales Indicator employee assessment 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.

More than twenty-five thousand job applicants and employees have participated in the development of the Profile Sales Indicator. These sample groups represent a diverse cross section of ages, ethnic groups, income levels, educational levels, job titles, companies and industries. The Profile Sales Indicator employee assessment tool is the product of a collaboration between several test development psychologists and specialists coordinated by our strategic business partner,  Profiles International, Inc.

The Profile Sales Indicator assessment investigates Sales Success Qualities as a part of evaluating how an individual employee fits into a particular sales job. However, all of these areas are not always required to differentiate between those who will do well in a position and those who may be overly challenged by that same position. All areas may be important for some job patterns; however, generally a few stand out for a given job match situation. By attending to each of the five Sales Success Qualities and how they interact, we enhance the opportunity to identify the factors that will lead to the best job fit in your sales organization.

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