What
the SPI measures
The SPI measures 6 core dimensions of sales activity. These dimensions were
selected on the basis of a thorough literature review, an analysis of available
sales tools and quantitative performance data from a validation study. The 6
dimensions of sales activity are: adaptive selling, emotional objectivity, outgoing
sales persona, networking, organisational focus and competitiveness.
Advantages
SPI provides a quick, reliable indication of individual sales performance potential.
The wording of the SPI questionnaire makes it suitable for customer facing through
to senior business development roles. It is available in pencil-and-paper, computer-based
and online formats with GeneSys capable of integrating results with a choice
of personality questionnaires and aptitude tests. As such, the SPI is the ideal
tool for examining personal attributes that have been found to impact on sales
success and has a variety of applications in selection and development.
SPI reports
SPI reports are in a profile and narrative format written in the second and
third person. They include tips on how to manage and motivate the individual.
The feedback report has been written in a style that makes it ideal to give
directly to the respondent. GeneSys reports can combine the SPI with the results
of other measures to provide a single integrated report covering, for example,
personality, sales potential and reasoning abilities.
