Sales Coaching Psychometric Tools

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The LDP Sales Profile Report describes how the individual's personal style impacts every step of the sales cycle. It includes a report page for each of the sales cycle steps. Within each of these additional pages, the individual's relevant LDP dimensions are discussed in relation to the specific step such as prospecting, closing etc.
On top of this, you can also link the Sales Profile Report directly to a specific work style (you choose when you run the report). So, the report not only addresses how each style approaches the sales cycle, but it also shows how the individual matches a given work style & sales environment.

Sales Cycle Analysis

Identify Strengths and Coaching opportunities for every step of the Sales Cycle:

Development Points, unique to each profile, are helpful in facilitating individual sales coaching efforts. They are provided around the following steps in the sales cycle. The relevant LDP dimensions are also discussed in relation to the specific steps below:

Prospecting
Building rapport
Discovering needs
Presenting solutions
Overcoming objections
Closing the sale
Servicing the client

These points include categories
such as:

Dealing with rejection
Managing conflict
Adjusting the style approach

Also examined are motivational topics that pertain to each
Sales Profile, including:

Motivating factors
Demotivating factors
Recognizing performance

A number of probing questions are also provided to guide the reader in considering the relative implications each style brings to a particular sales environment or organizational sales culture.

The Report provides Selling Style information under the following:

Summary Statement on Selling Style
Potential Strengths of Sales Style
Potential Challenges of Sales Style

Approaching Work within a sales environment
Working with Others in a sales capacity

As a Coaching Tool

Using plain English this report interprets the strengths, tendencies and coaching points of each sales person using validated psychometric assessment.

The comprehensive report looks at the 10 Achieving and 10 Relating Dimensions , as well as the overall style for each participant. It predicts strengths and coaching opportunities in each step of the Business to Business Sales cycle.

The accuracy and insight is uncanny, and turns the most cynical sales person into an interested reader within the first few pages.

A perfect resource for use in sales coaching, it provides an objective 3rd party insight and coaching points that prove invaluable.

View more sales psychometric coaching research

As a Recruitment and Selection Aid

Selecting the right Sales Person for the right sales environment is often the biggest challenge a Sales Manager faces.

Whilst a CV outlines an applicant's' previous roles and experience and an interview can sometimes tease out strengths and weaknesses, it is often difficult to predict out an individual will perform at each stage of the Sales Cycle and within your particular sales environment.

The Sales Profile Report provides the tremendous insight into the behaviours of the candidate across each step of the Sales Cycle. (Prospecting, Building Rapport, Discovering Needs, Presenting Solutions, Overcoming Objections, Closing the Sale, Servicing the Client).

A scientifically validated report providing insight into strengths & coaching points at every stage of the sales cycle.

As a Sales Manager, you will be able to consider the candidates based on their likely strengths and weaknesses at each stage of the sales cycle.

The cost of a 'Bad Sales Hire'

Hiring an unsuccessful sales person can have huge costs to your business. Often the costs are not reported. However they can be huge.

If before six months you decide you have to let a new member of the sales team go, the obvious costs are recruitment, salary, benefits, lost six full months of sales opportunities, management time, administrative costs and training costs. The less obvious ones include vacancy costs, replacement costs, customer costs and employee morale costs and potentially the cost aligned to loss of competitive edge.

Example cost at six months
Base Salary including Super	$66,000
Annual Sales Quota	$500,000
Costs
Recruitment Cost	$6,000
Admin Costs	$5,000
Training and Management Time (Assume 15% of your time based upon Salary of $120,000/2)	$9,000
Salary Pro-Rata	$33,000
Lost Sales Potential(Assume 50% of Quota)	$250,000
Replacement Cost,Recruitment, Admin, Management Costs - 6 Months	$20,000
Total	$303,000

The cost of a 'Bad Sales Hire'
Lost Opportunity	Management Time	Administrative Costs
Missed deals	High maintenance	Separation processing
Lost deals	Less time for top performers	Discipline & termination
Vacancy Costs	Training Costs	Customer Costs
Missed opportunities	Require more training	Customer complaints
Inadequate coverage	Slower time to productivity	Satisfaction erosion
Replacement Costs	Employee Morale	Competitive Advantage
Recruiting	Lower team achievement	Lower ROI on employee
Management time	Resented by top performers	Lose opportunity for star

Predict Success

The LDP Sales Profile allows you to predict success more accurately.

Where the power of LDP really shines is via the ability to automatically map an individual's personality to a scientifically prepared correlation between work style and performance. By profiling existing team members and correlating behavioural traits with work performance, a sales manager can map successful performance personality traits to new applicants

The Report provides insight through the Achieving and Relating dimensions to predict their suitability to the culture of the rest of the team.

Sales Coaching & Development Report

14 pages of insight, analysis and sales coaching points.
Scientifically validated 96 question survey, and normed using current demographics.
This industry leading sales training, coaching and recruitment and selection resource is best of breed.
The Sales Profile Report (SPR) is designed for Coaching and Recruitment and Selection.

The LDP Sales Profile, together with 15 additional reports, is available, from a single survey taking typically less than 15 minutes, either on-demand for your occasional use or as an unlimited use annual licence.

Contact us today to gain a complimentary trial and to discover just how cost effective the LDP Sales Profile can be for your business, however large or small.
Download PDF: Sample Sales Profile Report | View Pricing

Browse the Sales Profile Report