Why the CTS Sales Profile?
Choose a Recognized Leader in Salesperson Selection!
There are many personality profiles available in today’s marketplace. The cost of these profiles range from a few dollars to hundreds of dollars per applicant tested. Outside of cost, it is important to choose a profile that is trustable, proven, and useable for both recruiting and coaching. Please remember this, the output must be useable by those who make a hiring decision AND for those who coach reps to high production.
The CTS (Can They Sell) Sales Profile is a next generation assessment. It's inventor, Dr. Larry Craft, has developed validated assessments for salespeople used in multiple industries for recruitment and selection and for millions of candidates. One of his assessment creations was featured in an article by the Wall Street Journal for its success in helping managers avoid costly hiring mistakes by reducing candidate faking. The CTS Sales Profile has expanded this faking protection with a Reliability Index and a Response Distortion Index. In addition to providing proven results over time, a personality profile should hinder an applicant's ability to anticipate the answers leading to favorable results.
TRUSTED EXPERIENCE AND VALIDATION
Assessment instruments developed by Dr. Craft have been highlighted in dozens of articles, conferences, and research papers for their superior validity and user-friendly reports. For over 30 years, and with more than a million administered tests, Dr. Craft has helped sales managers make better hiring decisions. His validation process is proven and therefore trustable. Numerous reviews of his personality assessments by experts in the field have ensured that questions, phrases, and reports were not intrusive or offensive to candidates or employees, and that scores resulting from them were not discriminatory against any population.
Today, the same thousands of managers worldwide who depended on his previous work to identify high performers for sales forces can now step up to the CTS Sales Profile which has been validated for High-Activity Sales Professionals in multiple companies.
USEABLE RECRUITING AND COACHING OUTPUT
Sales managers and those responsible for making hiring decisions need an output that is easily understood. For this purpose, the CTS provides a one page "Sales Profile Report" showing a high, moderate, or low job match. This CTS chart also displays a percentage (%) match to a sales position - for example, 62% (of 100%). These features help a sales manager with a quick look at compatibility and a comparison to other candidates and existing high-performing reps. Important traits, like Deadline Motivation, Assertiveness, and Optimism, and a candidate’s scores compared to high performers are also easily found on the CTS Sales Profile Report.
We believe that coaching a new or existing sales rep is very important to their success. The CTS Sales Style and Sales Coaching Reports provide helpful tools to know each rep’s coaching needs. In the process of using the coaching tools, the CTS output teaches a sales manager how to handle different individuals during their ramp up. These coaching tools and helpful report outputs provide information that increases a sales manager’s effectiveness and confidence in getting reps off to a great start.