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ogistics
Sales Assessment Tools are quick, non-threatening,
and cost-effective tools that assist Sales Managers and
Executives in evaluating both existing sales teams and
candidates being interviewed for new company sales positions.
Existing
salespeople and sales candidates are compared against your
best salespeople or a database of current salespeople in
similar selling environments. The result is an extraordinarily
clear picture of individual styles, traits, intellect,
strengths, and vulnerabilities as they relate to the unique
challenge of your selling environment.
Sogistics Sales
Assessment Tools focus primarily in two areas: personality
(the Sogistics Profile™) and talent, intellect, and
cognitive sales ability (the Sogistics Aptitude Survey™). They
are used in salesperson assessment and selection in a wide
variety of industries such as: Financial services, Insurance,
Manufacturing, Healthcare, Technology, and Communications,
just to name a few.
The following is
a brief description of each tool and service:
| The
Sogistics Profile™ |
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The
Sogistics Profile™ examines the personality,
disposition, and temperament of an individual as they relate
to top sales performance. Existing salespeople and sales
candidates are statistically compared against a large
database of current salespeople in similar selling
environments and industries.
What
it measures:
The Sogistics
Profile™ measures intrinsic drive, intensity, and ability
relative to the following successful sales patterns:
- Persuasive
Sales Personality
- Problem-Solving
Sales Personality
- "Velvet
Glove" Sales Personality
- Persistent
Sales Personality
- Altruistic
Service Sales Personality
When
completed, the Sogistics Profile™ has over 400 pieces of
evaluative information. This comprehensive overview includes
insight into an individual's:
[
Mental Stamina [ Aggressiveness in goal pursuit [
Persuasiveness [ Maturity
[ Stress [ Contextual awareness [ Sense of urgency [
Confidence [ Conscientiousness
The
result:
An extremely
accurate and predictive "behavioral snapshot" that
helps managers make better-informed and more accurate
decisions that decrease turnover and increase sales
productivity.
How
does the Sogistics Profile fare with other tests?
There are many
tests out in the market today. The Sogistics Profile is a
niche test, one aimed specifically at collecting data around
top, moderate, and low performing salespeople. Our emphasis
is on more consultative sales where salespeople face a
mid-to-long selling cycle challenge. Thus, we have one of
largest databases available for this type of behavior that
provides indicators for sales success.
The Sogistics
Profile is not a single dimension test. In fact, it is a
battery of approximately eight tests in total. It is taken
over a 60-minute period of time, which should not
inconvenience the candidate to any significant degree. Upon
processing the test, we have over 300 pieces of information
with which to analyze your candidate. Remember, the critical
aspect of any good test is not so much the test itself but
the actual data that is collected around the test and the
validity associated with the test.
If you are
looking for a simple, effective, and comprehensive tool that
measures top tier sales performance as you attempt to assess
your next candidate, the Sogistics Profile is the type of
specialty instrument that may fit well with your hiring
challenge.
| The
Sogistics Aptitude Survey™ |
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The
Sogistics Aptitude Survey™ examines an individual's
sales intellectual ability. Based on the theory of
"Multiple Intelligences," the tool does not
measure how bright an individual is, but rather the many
ways an individual is bright as they relate to superior
sales performance.
What
it measures:
The Sogistics
Aptitude Survey™ examines abstract thinking and reasoning,
organization and planning ability, the ability to deal with
large quantities of information, common sense, and strategic
thinking.
Other areas of
talent ("talent" being the natural propensity to
produce great work within a given domain) measured by the
Sogistics Aptitude Survey™ include:
- Expressive
Spontaneity: A person's ability to think and speak
quickly. In effect, how "linguistically quick"
an individual is on his/her feet (called verbal
velocity). Individuals scoring high in Expressive
Spontaneity typically behave in a lively, animated, and
quick-witted fashion.
- Idea
Generation: The ability to create a multitude of
ideas quickly. Idea Generation also measures an
individual's capacity to think conceptually and get
beyond the basic concept of selling commoditized
products and services. Idea Generation is linked to
sales creativity.
- Interpersonal
Intelligence: The ability to leverage through others
effectively and the cognitive measure of the
"thickness of an individual's skin."
Generalist type sales pattern.
- Intrapersonal
Intelligence: This measures one's
self-understanding, self-curiosity, and sensitivity.
Intrapersonally intelligent salespeople have a strong
need and intellectual desire to be "experts"
and technical advisors.
- Financial
Astuteness: This measures a salesperson's numerical
logic and the ability to work effectively with the
financial aspects of a selling situation. Financial
Astuteness is needed in R.O.I. or
"number-heavy" type selling.
- Word
Inventory: This measures a salesperson's ability to
learn, reason, and think abstractly in a verbal
environment. The ability to "bundle" language
effectively and "unbundle" (listen/read
between the lines) is included in this cluster.
Learn more about
this service:
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