1334 Stock Brokers Validitation Study

In one of the largest validation studies ever for our behavioral sales core competency profile -- SalesKey®. We compared actual dollars and cents production with SalesKey® scores for 1334 stock brokers. The study clearly shows that the assessment has excellent predictive and concurrent validity. Eight individual SalesKey® measures were statistically significant differentiators of top producers (p<.05).

     Top producers were characterized by a strong Sales Identity.  Poor producers were less sure of their career choice to be in sales and tended to cope with their doubts by relying on superficial motivational clichés.

     The best salespeople are much more likely to initiate contacts with customers and prospects than they are to make excuses (strong Sales Initiative). The company trains reps to sell in a consultative, problem-solving, client-driven sales process. However, those who score highest in these behaviors are the poorest producers. Top guns in the sales organizations spend less time trying to analyze and more time in front of clients.

     Top producers don't hesitate to take control of the sales process, ask for more referrals and are more open to cold-calling than mediocre performers.