About Profiles Sales Assessment™ (PSA)
The Profiles Sales Assessment™ (PSA) is used primarily for selecting, onboarding, and managing sales people and account managers. The “job modeling” feature of the PSA is unique and can be customized by company, sales position, department, manager, geography, or any combination of these factors. This enables you to evaluate an individual relative to the qualities required to perform successfully in a specific sales job. It also predicts on-the-job performance in seven critical sales behaviors: prospecting, call reluctance, closing the sale, self-starting, teamwork, building and maintaining relationships, and compensation preference.
The Profiles Sales Assessment™ helps you:
- Evaluate an individual based on the qualities required to perform successfully
- Predict on-the-job performance in seven critical sales behaviors: prospecting, call reluctance, closing the sale, self-starting, working with a team, building and maintaining relationships, and compensation preference.
Why Assess Sales People?
Many sales people are competitive and persuasive. Given the opportunity to land a new job promotion, they may tell you what you want to hear instead of the truth. Additionally, much of their success depends on the specific type of sales job, and the organization in which they would work. Success seldom transfers automatically. The cost of failure in a sales job is very high, considering hiring and ramp-up costs, low sales productivity, and disruption to existing customers. The PSA gives you an objective, inside look at the behaviors and motives of your sales people and managers to help you make better decisions
How does the Profiles Sales Assessment work?
Prior to assessing candidates, our experts help you develop peak performance models for your jobs using questions to help you compare job candidates. Once established, our clients deliver the PSA to their candidates over the Internet—hiring managers or HR administrators simply forward a link. The assessment does not need to be monitored, so the candidate can take it from any computer with Internet access. The system instantly scores the assessment and informs the hiring managers where they can access the results. The hiring manager can use the results as a screening tool, or to assist them in the interviewing, selection, and onboarding process.
(source: Delfi group http://www.thedelfigroup.com/profiles-sales-assessment/)