Welcome to our introduction about the SPQ GOLD Diagnostic. During this brief 5 minute overview – feel free to click on any of the icons or pictures on each slide and you will be taken to other sales resources that we offer to our clients. We have also included downloads on the resource stab of the presenter pane. Sales Psychology Australia is the only organization in Australia accredited by the American Developers Dudley & Goodson to distribute the complete suite of sales testing, training and development products and services. For you - that means peace of mind that your test results will be interpreted correctly and reported in a measured way. It also means we can partner with you on an ongoing basis to design and deliver training and development solutions for you and your team and help them realize their full potential.

SPQ GOLD is the most rigorously validated instrument to identify who will be a top sales performer. It is based on over 30 years of scientific research and accurately identifies and ranks candidates according to their emotional strength, self confidence and overall sales productivity potential, benchmarked against 1000’s of other Australian Direct Sales Professionals. Norms are available that are derived from hundreds of occupations and industries so you can benchmark accurately. Please note, that what makes SPQ GOLD so powerful and accurate is that it is a behavioral instrument - not a personality profile. It measures precisely what someone will do when presented with the need to prospect for new business on a regular and consistent basis. Its your way of knowing that they will do, what they are supposed to do. Finally it takes the guesswork out of your final hiring decision and eliminates the trap of falling for the ‘mirroring effect as shown in the cartoon on the slide.

SPQ GOLD accurately benchmarks each candidates emotional strength across 21 separate, but related scales that take a snapshot of the candidates overall prospecting stamina, sales presentation confidence, willingness to close, ability to obtain referrals; and finally their ability to leverage business networks and communicate over the telephone. It also provides a snapshot of the candidates preparedness to be coached and to work as part of a team – so you don’t end up with a HR nightmare. Click the SPQ GOLD icon on the bottom left panel to view or download a sample profile. In conclusion it will answer three critical dimensions for you – How Much Will They Sell? – How Soon Will They Achieve Their Sales Budgets? – Will They Be a Good team Player?

SPQ Gold has a reliability co-efficient of nearly 80% . That means that the specific behavior purported to be measured by each of the 21 scales is accurate to within 80%. That kind of reliability helps you to remove the guesswork from your final selection decision and can improve overall sales productivity by up to 50% - all other things being equal.

The SPQ GOLD is administered online through any common internet browser. It is not timed, and takes on average about 1 hour to complete. We issue you with a unique username and password and you can take the test anytime or anywhere provided you have access to a computer and the internet. Once completed we send back your report immediately - its really that simple. If you require additional customized interview reports or interview strategies then we usually require a 24 hour turnaround time.

In addition to the main SPQ GOLD Development report we provide additional resources to help sales Managers take the guesswork out of interpretation and interviewing. We offer clients the option of Verbal Feedback or a Detailed Sales Manager Interview & Learning Guide Guide that provides detailed questioning strategies for each candidate profile. We also offer a Psychologists Technical Manual with detailed correlations, norms, background and research studies to improve your knowledge and understanding when interpreting and applying the scores across each of the profiles.

Often our clients start using SPQ GOLD to make high quality hiring decisions, only to discover that some existing members of the team are struggling - reflected by low prospecting levels, low quality pipelines and long sales cycles. Well we just might have what you need to cure that. First we take an SPQ GOLD profile of the individual or whole team and tell you what the strengths and weaknesses are. We then offer a targeted ‘one on one’ sales coaching solution; or our famous one day Fear Free & Self-Promotion Workshop to increase the emotional strength of the whole team. Research shows Sales Productivity Improvements of between 10% to 40% using our methodologies. Contact us if you would like to find out more. We can also train the HR or L&D team about how to leverage the SPQ GOLD profile to achieve maximum organizational effectiveness and impact.

Please find attached our latest price schedule. Please note most prices are per candidate and GST needs to be added. If you are a new client we usually require payment upfront and we accept most credit cards that attract a 3% transaction fee.

Many leading Australian organizations have already discovered the benefits of incorporating SPQ GOLD into their screening and selecting process. Companies such as Macquarie Bank, Caterpillar, Adelaide Bank and Jones Lang La-Salle just to name some. Finally we have strong values around quality service delivery and professionalism. We have seen many psychological and behavioral instruments used, abused or applied incorrectly by poorly trained practitioners. We will not partner with any customer firm that doesn’t place a similar value on high quality outcomes based on mutual respect and professional integrity. Like to know more? Then please contact me at your convenience.

Powered by Introduction “Senior Managers From All Industries Agree: Hiring is The Most Important Decision a Manager Makes” Professors A. Zoltners & P. Sinha NORTHWESTERN UNIVERSITY - CHICAGO

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How Accurate? Powered by .75 .80 .90

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CONTACT INFORMATION Andre Vlcek Email: info@salespsychology.com.au Web: www.salespsychology.com.au Phone: +61 3 9859 7509 PO BOX 379 North Balwyn Victoria AUSTRALIA 3104 How To Contact Us Powered by