Sales Potential Identification (SPI)
Sales PotentialSales Potential Identification (SPI)
Sales Potential Inventory (SPI) has been used for the profiling and tracking of over 80,000 sales professionals’ career pathways across different industries in Asia.
SPI helps organisations select sales potential and maximise performance by identifying sales talents and placing them in the right sales roles. SPI provides valuable information about the individual’s ‘can do’ and ‘will do’ characterisics in a sales career, enabling sales managers to make quick yet accurate decisions for varied objectives such as external talent acquistion, internal sales force categorisation, restructuring of exisiting sales force and strategic sales force planning.
Sales professionals with the right ‘sales DNA’ (can do) and positive attitudes (will do) will achieve better performance, especially when they are engaged and satisfied at work.
Sales potential is assessed on 7 sales roles:
Outside Sales – Field Sales
1.Customer Acquisition
2.Key Account Sales
3.Technical Sales
4.Account Management
Inside Sales – Farming Sales
5.Inbound Sales
6.Channel Sales
Indirect Sales
7.Outbound Sales
SPI and SPI+ Reports
The reports provide Sales Potential Ratings of 1 to 5 for the seven most common sales roles, and you may rely on the Traffic Light Score Indicators to simplify your decision making.
SPI Reports
The SPI Reports provide a quick measure of an individual’s sales potential, enabling sales managers to make better selection and/or development decisions.
The SPI Manager’s Report offers the following features:
- Recommendations for seven common sales roles using traffic lights
- Summary of scores and cautions in terms of personality traits, communication styles and attitudes
- Selection considerations
The Candidate Feedback Report provides sales professionals with an overview of personal characteristics and career strengths.
SPI Manager’s
Report
Candidate Feedback
Report
SPI+ Reports
The SPI+ Reports offer additional resources.
Other than the features found in the SPI Manager’s Report, the SPI+ Manager’s Report comes with interview questions. Coaching Guide for Managers is included in SPI+, providing suitable coaching strategies that can help sales managers support the individual’s success in a challenging sales career.
In addition to the Candidate’s Feedback Report, the Self-Coaching Guide for Individuals is a supplement that aids sales professionals in leveraging their strengths by understanding them and developing success habits.
SPI+ Manager’s
Report
Candidate Feedback
Report
Coaching Guides
for Manager
Coaching Guide
for Individuals
