Profile Sales Indicator

The Profiles Sales Indicator™(PSI) is a psychometric assessment developed specifically to measure sales performance including business development and uses the job matching process to compare individuals against the job they are currently doing or the job they are being interviewed for.

job matching (job fit)
the five qualities of excellent sales people
the 80/20 rule

customised to match your specific needs
it’s quick to complete and is available online
the PSI is available in 22 languages


job matching
The Profiles Sales Indicator uses our unique job matching process to measure each sales executive or account manager against the specific qualities required in his or her role. These roles are defined by taking the qualities and attributes of the top performers in each position combined with essential requirements for the role as defined by the organisation (usually the sales manager/director). This is carried out automatically online using algorithms developed by Profiles to produce a job definition against which each individual is measured by completing the Profiles Sales Indicator assessment. This is a proven process. This will tell you whether an individual is likely to succeed in a given role and in addition, the way in which the individual can be trained to perform at the highest level.

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the five qualities of excellent sales people
The Profiles Sales Indicator™ provides a means of selecting people who have the five proven qualities that make salespeople successful: Competitiveness, Self-reliance, Persistence, Energy, and Sales Drive. It also predicts on-the-job performance in seven critical sales behaviours: Prospecting, Closing Sales, Call Reluctance, Self-starting, Teamwork, Building and Maintaining Relationships, and Compensation Preference.

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the 80/20 rule
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 behavioural 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 found 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 sales essentials get hired and others are not matched with the right products or services.

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customised to match your specific needs
The Profiles Sales Indicator 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 tell you how well a job candidate matches your successful salespeople.

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it’s quick and is available online
The Profiles Sales Indicator is easy to use. It can be taken online 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, developing and training sales people more effectively. This tool provides objective data for developing a more effective sales team. For the results it can achieve, it is also very cost effective.
If you would like to see how this works for you, call us on +44 (0)1491 636300 or e-mail us at info@anovacoms.com. We can offer a an assessment on one of your best sales executives, account managers or business development managers and if you are not satisfied that it can give you something extra in either selection or promotion we will not charge you.

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The Profile Sales Indicator (PSI) is available in 23 languages
For multi-nationals it can be important to assess an individual using his or her native language. The PSI is available in 23 languages including two different versions of English (UK, USA), two different versions of French (European French, French Canadian), two different versions of Portuguese (European Portuguese, Brazilian) and two different versions of Spanish (Castillian, Latin American). New languages are being added all the time; please call us if the language you require is not mentioned here - tel. +44 (0)1491 636300 or e-mail info@anovacoms.com.

The Profile Sales Indicator is available in:
Arabic
Chinese (Mandarin)
Czech
Danish
Dutch
English (UK, US)
Finnish
French (European French, French Canadian)
German
Greek
Hungarian
Korean
Norwegian
Portuguese (European Portuguese, Brazilian)
Romanian
Russian
Spanish (Castillian, Latin American)
Swedish
Vietnamese

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