Introducing The Sales Tutor Assessment
The Sales Tutor is designed for organizations who wish to increase the sales and profitabilty of their sales team and to enhance the skills of their existing salespeople. When a salesperson is assessed on the Sales Tutor (through answering a series of behavioral questions online), potential areas for improvement are identified and development suggestions and actions outlined to increase the sales performance of that salesperson.
Any outside or inside salesperson or customer service person will benefit from the results of the Sales Tutor through gaining an understanding of what behavioral traits are limiting their sales performance as well as ways to improve or develop their skills in these areas. As a result, salespeople will be equipped to increase their sales, commission income, confidence in making sales, and overall success thus increasing sales and profitability of the company.
The Sales Tutor is a professionally validated assessment that utilizes benchmarking to compare the individual taking the assessment to behavioral traits we find crucial to a salesperson in order to identify whether they have the potential to be a successful in sales.
The Sales Tutor assessment is taken online with results immediately available and both meets and exceeds the Office of Federal Contract Compliance Program's (OFCCP) validation requirements. The results provide a "Personality Structure" - an in-depth summary of each behavioral dimension, as well as the "Sales Development Program" which describes how behavioral dimensions relate to a sales position. If an applicant did not score ideally in any of the behavioral dimensions, ways to compensate for and adapt working habits to deal with issues will also be included.
The ten Personality (i.e., Behavioral) Dimensions measured by the Sales Tutor Assessment are:
- Energy - energy, drive, tension and stress levels
- Flexibility - integrity, reliability, dependability and work ethics
- Organization - personal orientation to plan and utilize time wisely
- Communication - innate ability to meet and interact with people
- Emotional Development - ego, self-esteem, self-confidence and ability to handle pressure
- Assertiveness - strength and determination to drive the sales cycle forward and close sales
- Competitiveness - team orientation versus individualistic competitiveness
- Mental Toughness - psychological stamina to deal with life and job problems
- Questioning/Probing - instinct to question and probe rather than accepting things at face value
- Motivation - security-motivated or recognition, incentive and commission oriented
The Sales Tutor Assessment contains two validity scales to assess the accuracy of the Sales Tutor Assessment report:
- Distortion - frankness of the respondent as related to the statistical validity of the personality dimensions
- Equivocation - consistent decision-making of the respondent as it relates to the accuracy of the personality dimensions measured
Please note that the assessment evaluates all 10 behavioral dimensions; however not all traits are discussed in the Development Plan since they are not crucial to an individual's success in a sales position.