How it works
Participants evaluate a series of statements about
work circumstances. Each answer constitutes a vote for one of eleven
work motivators.
Feedback re-presents the data to display the
significance of each motivating factor and its relationship with the
others. The feedback report presents the strengths, weaknesses,
opportunities, and threats associated with each motivator for people in
a sales role.
What is to stop people
scoring themselves falsely?
Individuals who complete the test on their own initiative have no reason
to mislead themselves. For those who will share their results with line
managers, development support staff, or interviewers there is little
value in trying to miss represent work motivators. People are usually
best doing what they are motivated to do. When assignments are aligned
with work motivators, people deliver better results and get more
satisfaction from their work.
Each of the statements in the assessment pose a quandary. Participants
must choose between two distinct and divers options. While the purpose
of the assessment is not disguised, it is difficult to second guess the
assessment without producing unexpected results.
What are the benefits?
1. Sales people learn more about themselves and the
kind of sales assignments and roles to which they are best suited. All
of the eleven possible leading motivators have advantages in particular
types of sales function.
2. The feedback report helps sales people and
managers get everyone focussed on assignments for which they will be
most effective and most satisfied with.
3. Sales managers learn how to provide the right
motivational support for individuals. This is much more effective than
guessing or using the same approach for everyone regardless of
individual preferences. Results augment intuition and provide sales
managers with the information they need to get better results.
What are the
applications?
Right people doing the right jobs
The feedback is specifically designed to answer the
question, "What sales role will a person with particular motivators be
most suited to. Sales people and managers can work towards optimising
peoples assignments to maximise effectiveness and job satisfaction.
Recruitment and Selection
The Sales Motivators assessment provides another tool for improving
hiring consistency and reducing hiring mistakes. Having candidates take
the Sales Motivators assessment helps interviewers evaluate suitability
and provides a prompt to discuss motivation in a meaningful way.
Management development
Ability to motivate is highly prized in a management competence. Most
managers don't have the freedom to constantly up the rewards. It is
widely acknowledged that the best managers adapt their approach to help
individual team members connect with their intrinsic motivation. The
Sales Motivators assessment provides a guiding map.
Customer understanding
Becoming familiar with work motivators helps sales
people understand individuals who fulfil roles for customers. Buying
decisions are rarely purely based on business issues. Those making the
decisions cannot help tangling their personal motivators with business
imperatives.
Sales Motivators Assessment
Add to basket
If you would like to speak with a Sales Coach
or ask specific questions, please telephone SalesSense on +44 (0)118 933
1357 or send email to
salescoach@salessense.co.uk.
Overview
Work Motivators
Pre Funded and
Volume Bookings
Sales Exam |
