What You’ll Learn

How to develop comprehensive strategies to win sales opportunities

What You’ll Learn

How to develop comprehensive strategies to win sales opportunities

What You’ll Learn

How to develop comprehensive strategies to win sales opportunities

Three out of four world-class sales performers indicate their companies assess all candidates using a standardized assessment tool, according to CSO Insights research. Our suite of predictive hiring and placement solutions provide assessment tools ranging from web-based surveys benchmarking your team against profiles of top performers, to interview-based instruments with established external benchmarks for a variety of roles.


Predictive Sales Performance℠ (PSP)


The PSP measures how well an individual fits specific sales roles in your organization. The “job matching” feature of the PSP is unique, enabling you to evaluate an individual relative to the qualities required to successfully perform in a specific job. It is used throughout the employee lifecycle for selection, onboarding, managing and strategic workforce planning. This assessment reveals consistent, in-depth, and objective insights into an individual’s thinking and reasoning style, relevant behavioral traits and occupational interests, then matches them to specific jobs in your organization. It helps managers interview and select people who have the highest probability of being successful in a role, and provides practical recommendations for coaching them to maximum performance. It also gives your organization consistent language and metrics to support strategic workforce and succession planning, talent management and reorganization.


Insight family of assessment


Compared against a spectrum of major themes and characteristics, candidates are taken through a person-to-person assessment and asked a series of open-ended and highly researched questions. This human-centered approach generates a wide spectrum of data points that result in a predictive developmental profile, providing insights about the individual’s likely performance, as well as providing perspectives about their work style, approach and ability.


Just as important, the balance of any team can be measured against the same criteria, enabling the development of a “team talent readiness profile.” Miller Heiman Group analysts can provide perspective on how a candidate will likely perform and interact among the key leaders of an incumbent team, as well as identify strengths and weaknesses of individuals and the group overall.


Both a predictive report and a developmental profile can be created, giving individualized documentation of the results of the assessment and recommended feedback, so managers and individuals can most effectively maximize their respective talent.


Roles included in the suite of assessment


Account Managers, Advertising Director, Business Development, Call Center, Commercial Lender, Configuration Specialist, Consultant – Researcher , Driver, Editor, Executive, Executive Level – Sales, Financial Executive, Food Service Executive, First Line Manager, Hospitality Guest Service Hospitality Manager, Inside Sales, Insurance, Marketing Director, Marketing Staff, Media Sales, Media Sales Manager, Mid-Level Sales, Project Manager, Recruiter, Reporter, Restaurant Manager, Retail Store Location Manager, Sales Manager, Sales Representatives, Senior Level Manager, Software Engineer, Staff – Independent Producer, Staffing Consultant, Support Staff – Administration, Technical Support (Help Desk), Tier II Help Desk, Vice President of Sale


Predictive Assessments may be the right solution if your company is trying to:


  • Identify key characteristics of top performers
  • Decrease turnover
  • Grow the organization quickly with qualified employees
  • Improve data volume and quality for sales managers to make informed hiring decisions
  • Improve processes surrounding mergers and acquisitions
  • Understand leadership capability
  • Make smarter hiring decisions
  • Accelerate the new hire ramp-up process
  • Improve engagement


How your organization will benefit


  • Gain confidence employees are placed in a role for which they have a strong likelihood to succeed
  • Leverage tools and processes to understand future positions employees may want to consider
  • Access a variety of predictive and insight-driven assessment platforms and solutions


Enable sales management and senior leadership to:


  • Benchmark top-producing talent to to assist in future hiring
  • Understand why some people succeed and others fail
  • Better focus pre-employment questions and post-hire coaching
  • Scientifically manage mergers and acquisitions

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