Enhanced Sales Potential

Enhanced Sales Potential provides behavioral assessments to assist managers in selecting and cultivating talented sales professionals. The assessments can be used by management
as both a recruitment and development tool, offering insights into potential candidates and developing the ones they have.

Pre-Hire behavioral sales, developmental and leadership assessmentsStrategic Sales,
Inside Sales, Reactive Sales, Call Center Sales, Outside Sales, Retail SalesSelling Styles® assessment to help salespeople adjust & customize their approach
Sales Reluctance® assessment & diagnosis to increase prospecting activity

The Sales Preference Questionnaire® (SPQ®): The SPQ® assessment is designed to predict prospecting and new business development talent and to answer the following questions when hiring new sales associates:

How much will the candidate sell?How fast will they get up to speed?How much time will management have to invest in the candidate in order to get results?
Does the candidate have Sales Call Reluctance® and if so, what type

This assessment is designed to gauge the level of Sales Call Reluctance® , an indicator that measures how much a salesperson is likely to uncover new business opportunities, prospect,
and close new business. Used for both hiring and development, this online behavioral assessment accurately predicts productivity of sales candidates and facilitates the growth and potential of current salespeople. The SPQ® comes with individual coaching and development reports to support the ongoing growth and performance of the salesperson and includes suggested interview questions hiring managers can use for better in-depth screening of sales candidates.

Click to download the PDF: SPQ Predicting Performance

The SPQ® Assessment was developed by Behavioral Science Research Press who has studied sales people for over 25 years. Dr. Musser is a licensed dealer of their research and assessments.
Their research has uncovered the "secret" to success in sales: Top salespeople have NO reluctance
to prospect and they have more opportunities to sell. Sales reluctance® costs companies on average 15 sales per month per salesperson who has it. Sales Reluctance® occurs in 40% of veteran salespeople (5 years or more experience).

The SPQ Assessment measures the following:

Total energy available for contact initiation with prospective customers.Total energy diverted to avoiding making contact with prospective customers.12 distinct forms of Sales Call Reluctance®.General level of motivation available for investing in goal-supporting behaviors.Overall drive and desire for success – level of ambition.Degree to which available motivation is dispersed across multiple goals that are competing for time and attention.Ability to focus attention on the completion of complex procedural tasks.
Degree of talent as a ‘hunter’ vs. degree of talent as a ‘farmer

SPQ: Predicting Prospecting Performance and New Business Development (PDF) - in sales assessment folder (Predicting ) Selling Styles® Assessment:

The SSPA® is designed to measure Selling Styles. Research has revealed that there are six primary selling styles. This assessment will reveal which Selling Style is preferred by the sales associate. Knowing the strengths and limitations of a selling style helps the sales associate to better understand themselves and use
this self-awareness to adapt more effectively to the way the buyer purchases. Matching a selling style
to a buyer’s “buying “style will also increase a sales associate’s productivity and effectiveness.

Click to download the PDF: Selling Styles

SalesKey® Assessment: The SalesKey® was designed for associates who engage primarily in strategic selling or other types of selling environments. The SalesKey® will determine the candidates’ strengths and areas of needed improvement, as well as predict the key factors to predict future performance. It is designed to be used in a variety selling environments including strategic sales,
call center sales, inside sales, customer service to sales, etc.

Click to download the PDF: SalesKey Assessment



			Sales Assessment: Enhanced Sales Potential provides behavioral assessments to assist managers in selecting and cultivating talented sales professionals. The assessments can be used by management as both a recruitment and development tool, offering insights into potential candidates and developing the ones they have. Pre-Hire behavioral sales, developmental and leadership assessmentsStrategic Sales, Inside Sales, Reactive Sales, Call Center Sales, Outside Sales, Retail SalesSelling Styles® assessment to help salespeople adjust & customize their approach Sales Reluctance® assessment & diagnosis to increase prospecting activity The Sales Preference Questionnaire® (SPQ®): The SPQ® assessment is designed to predict prospecting and new business development talent and to answer the following questions when hiring new sales associates: How much will the candidate sell?How fast will they get up to speed?How much time will management have to invest in the candidate in order to get results? Does the candidate have Sales Call Reluctance® and if so, what type This assessment is designed to gauge the level of Sales Call Reluctance® , an indicator that measures how much a salesperson is likely to uncover new business opportunities, prospect, and close new business. Used for both hiring and development, this online behavioral assessment accurately predicts productivity of sales candidates and facilitates the growth and potential of current salespeople. The SPQ® comes with individual coaching and development reports to support the ongoing growth and performance of the salesperson and includes suggested interview questions hiring managers can use for better in-depth screening of sales candidates. Click to download the PDF: SPQ Predicting Performance The SPQ® Assessment was developed by Behavioral Science Research Press who has studied sales people for over 25 years. Dr. Musser is a licensed dealer of their research and assessments. Their research has uncovered the "secret" to success in sales: Top salespeople have NO reluctance to prospect and they have more opportunities to sell. Sales reluctance® costs companies on average 15 sales per month per salesperson who has it. Sales Reluctance® occurs in 40% of veteran salespeople (5 years or more experience). The SPQ Assessment measures the following: Total energy available for contact initiation with prospective customers.Total energy diverted to avoiding making contact with prospective customers.12 distinct forms of Sales Call Reluctance®.General level of motivation available for investing in goal-supporting behaviors.Overall drive and desire for success – level of ambition.Degree to which available motivation is dispersed across multiple goals that are competing for time and attention.Ability to focus attention on the completion of complex procedural tasks. Degree of talent as a ‘hunter’ vs. degree of talent as a ‘farmer SPQ: Predicting Prospecting Performance and New Business Development (PDF) - in sales assessment folder (Predicting ) Selling Styles® Assessment: The SSPA® is designed to measure Selling Styles. Research has revealed that there are six primary selling styles. This assessment will reveal which Selling Style is preferred by the sales associate. Knowing the strengths and limitations of a selling style helps the sales associate to better understand themselves and use this self-awareness to adapt more effectively to the way the buyer purchases. Matching a selling style to a buyer’s “buying “style will also increase a sales associate’s productivity and effectiveness. Click to download the PDF: Selling Styles SalesKey® Assessment: The SalesKey® was designed for associates who engage primarily in strategic selling or other types of selling environments. The SalesKey® will determine the candidates’ strengths and areas of needed improvement, as well as predict the key factors to predict future performance. It is designed to be used in a variety selling environments including strategic sales, call center sales, inside sales, customer service to sales, etc. Click to download the PDF: SalesKey Assessment