Sales Inventory ProfileBuilding High Performance Sales Teams

www.salesinventoryprofile.com

Maya Saric0407 005 290

maya@salesinventoryprofile.com

The first issue when building sales teams is determining:

“Who can sell?”

Companies cannot afford to waste time and money on those who, unfortunately, are unlikely to make it in the selling world….

How can SIP help you grow your sales capacity?

Three Factors That Determine Who Can Sell

Motivation:

Ultimately owned by individuals

Situational; fluctuates with life events

Attributes:

Inherent qualities within the individual The foundation elements for achieving success in a sales role

People with higher levels of attributes will need less reliance on their motivation to acquire these same skills

Sales People are not all “created equal”…

10% Motivation

80% Attributes

10% Skillspotential

High

Low

People with a lower level of attributes will require significantly more motivation to be able to build the skills necessary for success in selling

Sales Stars= 10% skill + 10% motivation + 80% attributes

SIP Results: Clear, Decisive & Meaningful

CategoryScore Range

Linda Smith Comment

1. Independent Sales-New Business > 80%Have outstanding sales potential.Top 5% of selling professionals.

2. Sales Professional- Blend Style 73% to 80% Have excellent potential for selling.

3. Account manager-existing clients 65% to 72% Have good potential for selling.

4. Lower Probability < 65% Unlikely to succeed at selling.

Hunter 77% + vs Farmer < 77%

The very best sales people have HUNTER profiles (scores over 77%) whereas the average candidate job seeker has a FARMER profile.

Don’t employ farmers to go hunting!

SIP Results: Clear, Decisive & Meaningful

Who can prospect?

High Expectations are a key indicator of the individual’s ability to tolerate regular prospecting activity. This learning area needs to score over 68% for staff engaged in new business roles where they will be required to prospect for themselves. High Expectations indicate the individual’s ability to drive themselves through difficulties to achieve their personal goals.

The 10 Components of Selling

The Challenge

The recruiting effective sales staff is like finding diamonds in a coal mine

Why is this so hard?

RÉSUMÉS are: Inherently flawed as a shortlisting tool Not independent or objective Often incomplete or fabricated All historical, shows only where they have been Can’t indicate an individual’s potential and only offers just a few clues

RÉSUMÉS drive poor recruitment practices!

SIP as a Total Recruitment Service

The Solution: SIP Recruitment Service

At SIP we will provide:

A copywriting professional to write your advert to attract more serious candidates

A SIP test for EVERY candidate which sorts by sales capacity FIRSTObjective comparison between all candidatesNot disadvantaging good people with poor or no history

A SIP specialist will create the shortlist and:

Review and summarize up to 10 candidates that match your job type Provide you with questions to focus on in your interviewInterview tools to help explain the job, especially prospecting

The SIP System manages the workload all in one place – emails, résumés, notes etc

You only need to:

Interview candidates with genuine sales capacityReference check

SIP Drives Sales Capacity and Will Help YouFind Your Next Sales Star!

SIP: ‘SALES CAPACITY AUDIT $ 950 + GST

Test your existing sales and support team to achieve an independent sales capacity audit Debrief team results with the manager – 2 hour onsite / phone review with a SIP specialistIncludes 8 team members, additional staff $180 + GST 

SIP: ‘SINGLE RECRUITMENT CYCLE’ $2,950 + GST

Advert copywriting – the creation of the compelling, emotionally engaging, sales message advert Load and manage your advert on SEEKAll candidates tested with SIPWe analyse all the SIP reports and résumés within the score range for your job We will recommend questions that you can ask each candidate within the score range for your jobManage and communicate with the candidate pool via our online SIP Candidate Management System

SIP: ’12 MONTH DUAL RECRUITMENT LICENCE’ $4,950 + GST 

A Sales Capacity Audit of your existing team as explained above Two full recruitment cycles including everything listed above Direct employment enquiry program includes:

• Copywriting an employment information pack for individuals who enquire between recruitment campaigns

• Copywriting an employment page on your website including a link to the SIP website • Unlimited assessment of individuals (not including written summaries)

Vocational guidance promotion program to local students includes:• Copywriting an invitation to complete a SIP• Unlimited assessment of individuals (not including written summaries)

TERMS AND CONDITIONSSettlement due 7 days from date of invoice.

Sales Capacity Audit’ fee will be subtracted from ‘First Recruitment Cycle’ if it occurs within 3 months.Pricing valid till 1/07/2013

SIP Pricing

SIP was designed by Psychologist Maya Saric in Sydney, Australia in 1995 and based on Maya’s clinical research benchmarking thousands of successful sales people to find out “who can sell?“.

SIP can be used in any direct selling situation such as IT and Real Estate and is used successfully by leading sales oriented organisations around Australia.

Contact us now to organise a free consultation. We look forward to saving you from drowning in a sea of résumés!

Corporate Coach Aust P/LM: 0407 005 290 F: 02 9565 4182 E: maya@salesinventoryprofile.com Head Office: Suite 2, 10 O'Connell St , Newtown NSW 2042

The essence of her study was to answer the question

"Why do some people succeed at selling, while others, despite any amount of training and motivation still ultimately fail?”.

Combining her formal qualifications in Psychology and Economics with sales management and coaching experience enabled Maya to carry out extensive research to crack the code.

About Sales Inventory Profile