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APQ Sales Aptitude Assessment

SAMPLE REPORTS AND SUCCESS GUIDE

APQ SALES APTITUDE ASSESSMENT is the must-have tool for hiring, coaching and building the ultimate sales team!

The Guide provides you three sections of information

Ø Benefits of APQ Ø The Sample Reports and summaries of what to expect Ø Why the APQ is the best SALES Hiring and Coaching

Aptitude Assessment on the market


BENEFITS the APQ Sales Aptitude Assessment tool delivers!

Avoid the $250K Hiring Mistake:

The APQ provides the data to avoid the hiring mistake that most companies make over and over. They hire the wrong sales person, take six months to train them and let them learn the product knowledge, then realize they are not selling. The team is upset, there are huge opportunities lost, and sales are down. APQ prevents this huge mistake.

High ROI for your personality assessment investment. Companies have seen over $72,000 return for every $1 spent on APQ. SELL MORE by hiring the right people.

T he 5 Fact ors of Sales Success

Ø “ Sales A pt itude” , proven to be 50% of sales success which the A PQ accurat ely ident ifies

Ø Product knowledge Ø Mot ivat ion Ø Solid sales processes Ø Sales “ skills” t raining

Hire sales t alent based on proven sc ient ific data correlated by mult iple validit y studies. T he A PQ will g ive you easy to understand, object ive data to assess top sales talent before you hire. Scient ifically proven analysis delivers amazing insight on job compat ibilit y and personality t rait s, all targeted to sales jobs.


Five easy-to understand reports with detailed data for improving the sales performance for all customer facing employees:

o Compatibility chart for hiring evaluation for any sales job

o Snapshot of the candidate’s personality traits for self-learning

o Coaching suggestions for the sales manager o Sales Builder report with tailored suggestions to sell

more effectively o Team Builder data to work together more effectively

APQ is an easy to administer, low cost, and simple-to-take assessment that includes a mobile interface for busy people on the go.

Volume pricing is available for companies who want to deploy APQ across their company.

Lower training costs by training only your top sales talent and focusing your attention on the top performers that are bringing in the bulk of the sales.


HOW the APQ Sales Aptitude Assessment Delivers Results APQ is widely known for its simplicity, ease of use, and reliability predicting sales success.

• Designed for HR Managers, Sales Managers, and Senior Executives to make more data-based decisions

• Easy to take and administer 81 question test—designed to prevent and detect gaming

• Easy to understand graphical reports with coaching recommendations

Each applicant gets a score from 0 to 100% in each of 9 primary personality traits that correlate to sales success compared to the “ideal” range for the job. The traits are:

1. Intensity or Drive 2. Independence 3. Need to Analyze 4. Need to Serve 5. Assertiveness 6. Self-Protection 7. Drive for Recognition 8. Interpersonal Trust 9. Optimism


Each sales position has a unique compatibility chart which shows the scientifically proven range of personality trait scores tha predict success on the job.

For each trait there is a proven range that is predictive of success. For example, for the job “outside sales”, we know that a high score of 75 to 100 for Intensity/Drive is needed for sales success. A very low score on Intensity/Drive is a sure indicator of poor results.


APQ Sales Aptitude Assessment Sample Reports The APQ results include 5 different reports with detailed data for improving your sales performance, from hiring to team building and growth. Each report is uniquely generated for every candidate.

Compatibility Chart for hiring evaluation into any sales job

Snapshot of the candidate’s personality traits for self-learning

Coaching suggestions for the sales manager

Sales Builder report with targeted suggestions to sell better

Team Builder data to share and grow your whole sales team


Compatibility Chart

• Shows the candidate’s “Overall Compatibility” score for the role

• Gives a job description of the role selected • Shows the primary traits and their relation to the

ideal/moderate/low ranges • Provides follow up interview questions for the "red zones"


Snapshot Report

• Defines the nine primary traits and displays the candidates score low/mod/high

• Defines ten secondary performance traits that are a combination of 3 or more primary traits. Used to help further understand how to manage the individual

• Defines your personality type: Reflective "Thinker," Directive "Driver," Expressive "Communicator," or Supportive "Helper"

Coaching Report

• Includes descriptions of the nine primary and ten secondary traits

• Provides in depth coaching recommendations for each of the primary traits, highlighting strengths, challenges and coaching recommendations

For each personality trait, there are detailed analysis and recommendations.


SalesBuilder Report

• Identifies the candidate’s selling style and provides coaching to "match" or "stretch" to the buyer's buying style

TeamBuilder Report

• Similar to SalesBuilder but with an emphasis on communicating with colleagues instead of selling to buyers

• Describes the candidate’s four key behavioral styles • Describes the candidate’s natural response to stress • Tips for communicating with other personality types • Career recommendations


WHY The APQ is The Sales Aptitude Assessment for You!

Be in the Top Four Percent Gallup and Harvard polls show 94 percent of goods and services in the United States are sold by the top four percent of salespeople. The APQ Assessment is THE tool to identify top sales people

Correlation Studies Over 200 correlation studies show that natural aptitude is the most significant factor in predicting sales success

Emotional Intelligence The APQ is now being used by many companies to measure and raise the EQ of their sales teams. This expanded use to assess and develop EQ of the sales team is having a major impact on results.


Case Studies APQ has consistently been shown to identify peak performers.

o In three major studies (n=931), sales personnel scoring high vs. low on the APQ had an average of 50% higher sales commissions

o In two major studies (n=470), sales personnel scoring high vs. low had 24% better performance ratings by management

o In one large Mid-western financial services agency (n=67), individuals scoring high vs. low had 740% higher sales commissions

o In one analysis (n=461), based on revenues, it was found that hiring APQ “High” scorers would generate increased sales revenue of over $20,000,000.

These three companies clearly show the impact of more top sales talent on the team impacting revenue growth.

7 out of the top 26 sales people tested HIGH for sales aptitude

30% Increase in sales over previous year





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Schedule Your One-on-One Demo to See the APQ Sales Aptitude Assessment In Action

Contact one of our assessment experts to schedule your customized demo and learn in more detail:

o What specific hiring and sales improvements you can expect within your organization

o See the intuitive management interface and report tools available

o Understand the power of Emotional Intelligence and how vital it is for sales

o PLUS: Get your free assessment and see your own results

Call us at 866-732-0363

Email us at [email protected]

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