Sales Performance

Align skills and self-confidence to maximise sales force effectiveness

Sales Psychology Australia possess world leading psychometric instruments to competently profile sales strengths and weaknesses across the existing sales force.

We typically start with sales profile of your sales organisation using Sales Psychology Australia’s Sales Diagnostic tools to understand the ways in which you can leverage from the findings to close important gaps across critical sales personality traits, sales behaviours and competencies such as contact initiation, influencing and closing. After the profile is complete and summarised, we sit down with you to assess the results and identify what options are available to build a behavioural and skills profile of current best practice in your organisation. Experience shows every organisation has existing best practices or “star performers” – the problem is that they have not captured this critical information in a format that is leveraged across the entire team. We export the profile of ‘star performers’ as the ‘best practice’ sales recruitment profile. Behavioural change or sales development programs are designed and implemented where required. Staff turnover and retention usually improves by up to 100% through better hiring decisions and less turnover. Sales productivity usually increases 10%. Depending on the size of the sales profiling project, it takes somewhere from 5 days to 60 days to complete

Mini Case-Study

An international commercial property development and management group based in New York takes the decision to transform their sales culture, away from a relationship orientation towards a more proactive, sales orientation. With nearly 2000 sales staff worldwide – they recognise the need to first cure the disease rather than just deliver the cure. They profile 200 Sales Directors, Sales Managers and Key Sales Consultants in order to identify which sales behaviours, including emotional attributes are directly linked, to both high and low sales performances in their sales setting. The results from the profiles are tabulated into three categories – high performers, average performers and under-performers. Finally, new screening and selection strategies were designed based on the behavioural profiles of the star performers. Sales training and sales development programs were then designed and implemented for under-performers in what could be described as a shape-up or ship-out process. Over a period of twelve months, the global sales team was transformed into a high performance ‘no-excuse’ sales culture!

“Andre is now always on call for a variety of projects and tasks including interviewing new candidates, market research and coaching existing staff in order to generally maximise our opportunities in a tight market place. Andre has changed the way we approach customers and the way we treat them and has made us realise what an incredibly valuable resource customers can be beyond the job you are working with them on at any given time. Andre's strategy was therefore formulated over a period of time rather than just a chapter out of some book. Lastly, and possibly the most important thing I've noticed about Andre, which has taken me some time to put my finger on, is that Andre honestly loves Slattery & Acquroff and is passionate about its future success, which is a compliment to both parties.” Rob Acquroff Director - SLATTERY & ACQUROFF PTY LTD