Sales Star Inventory Profiling

Prof iling forSales Professionals

ABOUT SALES STAR INVENTORYThe Sales Star Inventory was created by Raymond Phoon and introduced in his book, The DNA of a Sales Superstar, 2009; which was clinically adapted from the Directive Communication Psychology Colored Brain Communication Inventory by Arthur F Carmazzi. The Colored Brain Model is a part of the Directive Communication Psychology developed by Arthur F Carmazzi, and depicted in his original Book Identity Intelligence, Veritas Publishing, 2002.

Sales Star Inventory ( SSI ) is currently Asia's only comprehensive level B psychometric profiling and assessment tool for sales and customer facing professionals that provides invaluable insight, to empower organizations and professionals in the area of both Selection and Development.

SSI, currently in its third edition, is available for both online & offline administration. SSI 3.0 includes insights related to behavioral traits, sales personality types, sales competencies ( 16 sets ), motivational drive ( with over 40 different values measured ) and job fit matching.

Additional optional tools include candidate selection matcher, industry bench-marker, development needs analyzer, as well our customized management system for corporate use.

Overview for Sales Star Inventory (SSI) :

Assessments available include :

Standard edition : Profiling with standard reports on individual strengths, traits and disposition views ( Genetic & Secondary Type Indicator )

Gold edition : Profiling with standard reports on individual strengths, traits, sales IQ and disposition views ( Genetic & Secondary Type Indicator, Sales Competency Strengths & Sales Battery )

Corporate edition : Gold edition profiling with historical respondent inventory, disposition, strength and Sales IQ spread of candidates up to date. Comes with online management system access

Additional reports, tools & other populated norms :

Group Report Job Fit Report

( Sales EQ with motivational drivers )

Annual online access subscription Candidate Selection and Matching Tool Industry Standards Benchmark

The following are details of the insights provided in various reports :

Disposition Type Indicator

Sales Competencies

Sales Battery Categorization

Drivers

SSI TECHNICAL SPECIFICATIONS

Sales AgilityDelivering Proposition & SolutionsCustomer Engagement

Business UrgencyResiliency & PersistenceCustomer Oriented

AccountabilityAchievementActionAdaptabilityAutonomyCarefulnessCautiousClarityCommitmentConsistency

CreativityDetails-OrientedEasy GoingEfficiencyEntrepreneurshipFairnessFast Decision

MakingFlexibilityFriendliness

IntegrityKeeping PromisesMeticulousNew ChallengesObligationOrientationProsperityRelationship

RespectRisk TakingSelf-PrincipledSelf-ProtectiveSense of ControlSteadinessStraight-ForwardSuccessTeamwork

Communicator - SurvivorCommunity - Supporter

Compliance - ExecutorCollaborator - Organizer

Thinking on the FeetBuilding Rapport Intuitively

Self-MotivationDelivering Compelling PresentationSeeing things from a customer!s perspectiveWorking with Internal Sales TeamClosing Skills

Persuasion SkillsWorking outside the BoxCustomer is always “right”Market SavvinessOpening New MarketsTaking RiskManaging Difficult CustomersCompetitiveness

EQ & IQ Tendencies Approach & Style Selling ProcessClients

Self

Internal Team

Challenge

Engagement

Uncover Needs

PresentingObjections

Difficult CustomersClosing

SSI QUESTIONS FRAMEWORK

The Disposition Report provides insights to behavioral tendencies of sales people in the context of their most innate and natural respond to both stressed and non-stressed sales situations, taking into consideration their inherent genetic traits as well as learned traits from experiential engagements, organizational immersion or cultural influences.

The Sales Battery gauge provides an overview of a individual!s sales capability categorized from the average battery levels of six key sales strengths. These include areas of sales agility, delivering compelling solutions, business urgency, customer engagement, resiliency & persistence, as well as customer orientation.

DISPOSITION PROCESSORS

SALES BATTERY

Sample of visual report on The Sales Battery

Sample ofSales Star Inventory Profiling Report

Sample of visual report on The Sales Competencies

The Sales Competencies provide detailed information about the key competencies needed to properly fulfill specific sales role with the greatest level of effectiveness. Each competency clinically describes a respondent!s core skill, knowledge and attitudinal approach towards assessed sales situations. Insights derived can be validated against existing sales performance metrics to create models of successful performers - blending objective strategies and subjective decisions to hiring and developing sales talents in organizations.

The Values And Motivational Drivers visual report forms a holistic perspective to aligning strengths to behavioral response, and to inner mastery & individual choice. Catering to over 40 facets of personal values, organizations can gain invaluable role-fitting knowledge for proper decision making.

SALES COMPETENCIES

VALUES & MOTIVATIONAL DRIVERS

Sample of visual report on the Top 10 Drivers

DETAILED REPORTING

ORGANIZATIONAL ASSESSMENT

Detailed Reporting is also available for in-depth discovery and validation.

Corporate Psychometric Assessment Performance Based Approach

Sample of visual report on The Detailed Reporting

DATAACQUISITION PROFILING DISCOVERY ALIGNMENT

Individual Details

Sales Results

Individual Sales Star Inventory Assessment

Compile Group View

Validating Performance vs Sales Competencies & Batteries

Baseline Gaps Development Opportunities

Management Reporting & Debriefing

Establishing Performance Driving Sales Compentencies

THE SSI ADVANTAGEHow is Sales Star Inventory different from other profiling tools ?

As a comprehensive psychometric assessment tool, it covers key aspects of sales behavior traits, selling competencies, sales readiness and underlying drivers of motivation.

It is based on actual sales scenarios that are typically encountered by sales people in stressed and non-stressed situations.

It provides comprehensive insights to manageable sales competencies, distilled to 16 focused areas of effectiveness and application.

short, mid and long term talent development.

Easily aligned to key sales performance metrics to validate modeled competencies for purposes of hiring and sales role definition.

Clients may opt to use our online assessments and obtain extended reports based on the credits below or engage any of our certified consultants to administer SSI 3.0 and facilitate debriefing and coaching sessions within your organization.

For more information on corporate solutions and customized assessments,contact us at [email protected]

RATE CHART AND OPTIONS

No Product Retail Credits 1 SSI Standard Edition per assessment & disposition report 30 2 SSI Gold Edition per assessment & disposition, sales battery & competencies report 3 Group Report 200 4 Corporate Edition ( Annual ) - Works together with Standard / Gold 600 5 SSI Candidate Selection and Matching Tool 600 6 SSI Industry Standards Benchmark ( Annual ) 400

Rates are based on USD 1.00 per credit.Option :Individual coaching ( 1 hour ) is chargeable @ USD 180.00Group De-Brief ( 3 hours ) is chargeable @ USD 800.00Sales Performance Alignment & Data Analysis @ USD 500.00 per 25 pax

50

Contact the local authorized provider below for details of the SSI solution.

Only certified providers are authorized to facilitate assessment consulting anddeliver the necessary training and coaching programs for Sales Star Inventory.

GET STARTED NOW !

Prof iling for Sales Professionals

Suite 905, Block A, Phileo Damansara One, 9, Jalan 16/11,46350 Petaling Jaya, Selangor Darul Ehsan. Malaysia

Tel : + 603 7960 3088 | Fax : + 603 7960 9355

Email : [email protected]