Increase Sales Blog

After 30 plus years in sales along with experience in organizations, what I now know to be true is that most individuals lack clarity around their talents or what they do well. Possibly because of years of negative conditioning, these individuals have invested hundreds to thousands of hours to improving what they do not do well. This approach might work except for this one critical fact:

Many weaknesses originated from non-talents that were not necessary in past or current roles.

Erick Fromm, an international renowned social psychologist recognized this challenge in these words:

“Man’s main task in life is to give birth to himself, to become what he potentially is.”

When we do not know our talents, we are unable to give birth to ourselves, to become our potential be it as individuals, teams or organizations. We continue to just tread water never reaching the finish line. No wonder managers and even salespersons are so tired and continue to miss sales targets.

Just imagine the possibilities for yourself or your sales team or even your entire organization if the focus was on what you or everyone did well instead of wasting enormous sums of time, money, energy and emotions on what you or they do not do well.

The Hidden Dirty Little  Secret (What the Experts Failed to Tell You)
The secret with many performance assessments is how they have been created. These assessments in many cases are totally subjective in nature. Then what happens is possibly 15 out of every 100 of them are inaccurate in their reported results, Would you trust a report with a possible 15% error rate?

What is needed is an instrument devoid of as much subjectivity as possible and utilizes a deductive and objective process. By taking this approach, reduces the inaccurate results from 15 per 100 responses to 8 per 100. For many this error rate is still high, but we are dealing with human beings and not chemicals, minerals, etc.

Additionally, the tool should focus on the role of that person be it:

• Executive leader
• Manager
• Customer service
• Sales
• General or non-specific (Leadership)
• Team member

A 21st Century Tool
The Innermetrix Attribute Index Profile is the new tool for today’s global and information driven sales professionals. This assessment is based upon the works of Dr.Hartman’s research specific to the science of Axiology that being “the branch of philosophy dealing with the nature of value and the types of value as in morals, aesthetics, religion and metaphysicis.” (Source: Webster’s New World Dictionary, 2nd Edition).

Just think of all the many problems facing organizations since the start of the 21st century – Enron, Wall Street Meltdown, Political Corruption. Have not most of them been because people made bad decisions because of the nature of their values?

The decisions we make are directly connected to our behaviors. Hartman’s work revealed that there exists three (3) distinct styles of decision making and we view the world from an external perspective as well as an internal one. From his work, emerged the Attribute Index a deductive assessment tool as compared to inductive ones being the majority of the other performance appraisal tools.

This extremely robust assessment delivers the following key points of information:

1. External decision making style including your talents, areas to be improved, what motivates you and your preferred working environment.
2. Internal decision making style including your talents, areas to be improved, what motivates you and targets for reinforcement and development.
3. Your overall performance respective to the key categories for your current role
4. Breakout of individual talents within each of those key role categories
5. External levels of pessimism and optimism
6. Internal levels of pessimism and optimism
7. 78 Core Attribute of talents numerically ranked from highest to lowest

Additionally, this tool can help to determine how you react to stress and how much reserve capacity you have to do with future stress.

After a 1 to 1.5 hour debriefing, there is an accompanying workbook along with a supplemental debriefing report to help each person take this incredibly rich information and begin applying it to her or his lives. Workshops can help bring the sales team together by sharing their talents and to set goals based upon leveraging those talents. Executive coaching (one on one interactions) can also be scheduled to infuse this rich and valid information into a pre-determined plan of action.

Attribute Index Assessment with 1.5 hour debrief, 2 – 30 minutes follow-up at 30 days and 90 days along with a customized workbook for $197 USD (standard investment is $597 USD). This is an Internet delivered tool and will require submitting your telephone number as well as email address. You will be sent an email from ADVANCED SYSTEM explaining how to take this assessment and then you will receive from email Innermetrix within 48 hours after you make your payment. If you have any questions, please call 219.759.5601.

START NOW, click here.

One Response to “Assessments”