Testimonials
Mick McGary, Operations Manager Toyota Material Handling (VIC) Pty Ltd
Just wanted to say thank you to yourself and the team for a great training experience. I have just been reviewing Thursday and Friday's sessions with our people and the feedback has been terrific. Last weeks, sales fitness sessions combined with our training this morning, I believe will give us a substantial competitive edge in the market place. I have attended many training ...read more
"EI emerges as a much stronger predictor of who will be most successful, because it is how we handle ourselves in our relationships that determines how well we do once we are in a given job."
Daniel Goleman
Daniel Goleman
"Barrett worked in partnership with me to develop an end-to-end model for a new innovative sales team. Their approach was unique in that they worked in partnership with us across recruitment, training, needs analysis, pitch planning and the end delivery."
Manager, Major Australian Bank
Manager, Major Australian Bank
Sales Performance SPI-Q |
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Measuring Sales Performance Characteristics and Style
SPI-Q (Sales Performance Insight Questionnaire) is the latest and most comprehensive sales assessment tool in the marketplace. The Sales Performance Insights Questionnaire (SPI-Q) has been developed in Australia by Performance Insights and focuses on the attributes that are uniquely relevant to sales. It is the only product in the market that predicts the multi-dimensional characteristics required by today's sales professionals, and measures the subtle but critical characteristics that differentiate successful sales people. The questionnaire measures 25 Sales Attributes, clustered into three broad domains:- 1. Compelling Relationships – which measure the preferences the individual has when working with clients and developing relationships i.e. Impact, Credibility, Insight, Attentiveness, Initiation, Influence, Social Leverage, Client Engagement, and Negotiation. 2. Perceptive Reasoning – which measures how the individual processes information and makes judgments relating to client issues and solutions i.e. Research, Exploration, Agility, Pursues Learning, Creativity, Structure, Quality Orientation, Rational, Specialist, and Judgement. 3. Channelled Energy – which measures the motivators and levers which drive the individual to succeed i.e. Authenticity, Resilience, Self Belief, Recovery, Motivation, Sales Drive The questionnaire has been designed to be highly pragmatic and user-friendly, requiring minimal training; with standard interpreted report outputs, which are adapted based on the individual's results. The SPI-Q is a self-report questionnaire, and the accuracy of this profile depends on how honest the individual has been when completing the questionnaire, as well as their self-awareness. It reflects their preferred style, rather than their ability. However, research shows that people's responses to personality questionnaires can act as a good predictor of how they are likely to behave on the job. There is no one 'perfect profile'. Applications
Barrett are Research Partners with
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