SPQ GOLD

Sales Psychology Australia is an authorized Australian distributor for the SPQ GOLD diagnostic test.

Behavioural Science and Sales Selection - SPQ*GOLD®

There are no crystal balls for selecting salespeople. Too often, sales managers never know they've made a bad-hiring decision until a would-be superstar's 'actual sales' hits the skids. In other words, when it's too late! Now, a new study has found an effective way to boost hiring "hit" rates and avoid the costly pitfalls of selecting the wrong candidates.

According to recent research by veteran scientists and bestselling authors George W. Dudley and Shannon L. Goodson, one of the best predictors of future sales performance is a salesperson's willingness to prospect for new business on a regular and consistent basis.

Studies by Dudley and Goodson have shown that salespeople who hesitate to promote themselves and their products to prospective buyers sacrifice an average of 15 orders every month. That hesitation is called Sales Call Reluctance® and may be objectively measured by the SPQ*GOLD® Sales Diagnostic.

Detecting it before a hiring decision is made, say the researchers, can help managers correctly identify candidates as potential top producers or future liabilities and save hundreds of thousand of dollars.

The "World's Best" Sales Recruitment & Profiling Tool - SPQ*GOLD®

Takes the "guesswork" out of hiring new recruits or precisely diagnoses the causes of under-performance and over-performance in your existing sales force and improve hiring effectiveness in new sales recruits by up to 80%.

This 110-question computer-scored assessment which takes only 45 minutes to complete was developed by behavioral scientists George W. Dudley and Shannon L. Goodson. The most rigorously validated instrument of its kind, SPQ*GOLD® is used by sales-dependent and recruitment organizations worldwide to help streamline selection procedures, maximize training effectiveness and improve sales productivity.

This assessment will provide insights and answers to the following questions and take the guesswork out of selection and hiring:

• How much is this sales person capable of selling?
• Can they hit the ground running and start selling immediately?
• Are they a hunter or a farmer or a combination of both?
• Will they be easy to manage; or will you end up with a HR nightmare?
• How much of their motivational energy will be applied to the accelerator or the brake when they hit the road selling? Are they 'all talk' but no action?

Please contact us for more details