Tools you can use.
Individual Sales Report
Effective "selling" involves matching the sales person’s strategy with that of the prospect. The "I Opt" Sales Report defines the often-unnoticed predispositions of the salesperson. It then shows how these tendencies can be "adjusted" to better match the natural inclinations of various types of sales prospects.
Other Reports
Report Details
The report was designed for sales professionals. However, experience has shown that it is often used in Career Development. Advancement will often involve "selling" ideas or even oneself to others. Clients have used this report to sensitize people to this important process.
How "I Opt" Works
There is no "right" or "wrong" way to process information. They all work. But they are different. Each style uses particular kinds of information, has unique methods of "processing" and produces results with particular characteristics. Every strategy is vital to any complex undertaking. However, they address different aspects of situations and can conflict.
In organization design, complementary skills and capabilities are what counts. "Teamwork" is best approached as a sociological phenomenon. No one has to change to work effectively in a group. People just have to be "plugged in" right so that their unique skills and abilities are meshed with those of others on the team. The "I Opt" individual report shows how to begin to go about doing this.
"I Opt" can also help a person identify preferences in work situations. The insights provided could help identify situations where people can make significant contributions and avoid others that are likely to frustrate them. This information can help navigate opportunities and obstacles that arise in the ordinary conduct of a working life.
This information can improve personal productivity and job satisfaction. At the same time, it increases the value of the individual to the organization of which they are a part. "I Opt" is designed to be an inherently "win-win" tool of Organizational Development and design.
The Sales Report can be used in either individual or group settings. It is constructed so as not to offend anyone. Every style has strengths and vulnerabilities. No style is positioned as good or bad—just different.
On an individual basis, the report can be useful in counseling a salesperson. This can be useful in targeting specific prospects or for designing strategies to close existing ones. The report is constructed so that it can be discussed in a non-threatening atmosphere. The report is written at an 8th grade level so its contents are accessible to almost anyone.
"Selling with Style" booklets are available as a supplement that elaborates on the report contents. These booklets are unique for each sales style. This makes them relevant to the individual salesperson and increases the probability that the knowledge gained will actually be used in field situations.
The "Selling with Style" booklets also contain a specific ways of identifying the prospects style.This sales aid is designed so that it can be used repeatedly by the salesperson as they pursue sales in the field.
Obtaining a Report
People with an internet account can access the report directly from their Internet. Turnaround time is currently under 5 minutes.
Individual instance users can obtain the report from Professional Communications Inc. (the owner of "I Opt" technology) in any manner preferred by the client (e.g., email, fax, surface mail, private courier, telephone, etc.). Turnaround time is usually less than 24 hours. Contact us for more information.
Report Contents
Report Contents
The "I Opt" Sales Report uses the "I Opt" 24-question survey as its input document. This is the same "I Opt" 24-question survey as used for all of the other "I Opt" reports. Since they are based on the same technology, these reports will not conflict and can be used in combination.
For example, in teaching new sales people the Learning Report might be used with the Sales Report. One report talks about how to learn sales. The other centers on how to do sales.
The Sales Report is written in a mature, respectful tone. It neither "speaks down" nor unnecessarily elaborates. It adopts a "matter of fact" posture so that it can be used at all levels without being concerned about whether it is appropriate to the audience. The report:
- Identifies the style the person prefers. It stresses that this is only one component of sales success, but it is an important one.
- Lists the characteristics that are inherent in anyone choosing to use that style. These are framed in terms that are relevant to sales (e.g., attitude, product knowledge, prospecting, closing, etc.)
- Explains what was measured in the survey and how this translates into a particular sales profile the person will employ in professional sales.
- Reveals the relationship between the sales style and the way the person conducts their life. It describes the structural tendencies that are "built into" the approach being used.
- Most sales positions involve goals (e.g., quotas). People using different strategies will react differently to them. This section defines these probable reactions and offers some strategies that might help when confronting goals that appear out of reach.
- The best sales environment for the person is specified. This can help a salesperson gauge how they might fit into a particular organizational situation. It can also help management arrange accommodations that might help the sales staff produce higher and more consistent results.
- Sales people often work with other sales people and support staff. The report forecasts the likely character of interaction if the subject salesperson is working with people who are using different styles.
- Ways of selling to people using various dominant styles are specified. Methods of identifying the style being used by the prospect are also outlined.
- The overall sales profile is outlined. It is pointed out that no strategy is "right" or "wrong," just different.
- If the person has a "split style" an additional page is produced. This occurs in less than 15% of the cases. A split style is not bad but must be managed a bit differently than more traditional frameworks. This page spells out some of the considerations involved.
Roll Over Thumbnails for More Information
The Individual Sales Report focuses on the qualities of a person as they apply to sales situations. The intent is to provide understanding and methods for improving sales performance
The report is generated using the same "I OPT" Survey form that is used by the other "I OPT" reports. It can be used as a standalone or with any of the other "I Opt" reports.
The relation of a person’s sales style to the way they conduct their ordinary affairs is identified. It is careful to specify that sales style is not everything, just an important part of the sales process.
The person’s primary and secondary sales style is identified. The likely effects of this style on various parts of the sales process (e.g., attitude, product knowledge, prospecting, presentation, objections, closing, referrals and telemarketing) are outlined.
The sales profile is identified. The person's style strengths along each dimension are graphically shown and their relationship is explained.
The primary sales style is narratively outlined in a way that will resonate with the person. This gives a level of confidence in the accuracy of the report.
The bottom half of the page specifies the likely effect of sales goals on the person. The goal is to set the reaction in terms of a natural outcome rather than the results of a personal quality. This distance allows a person to treat sales goals with more objectivity.
The report describes the kind of sales environment that the person will find most comfortable and productive.
The bottom half of the page outlines the likely results of working with others (either sales people or staff) who uses different styles. The intent of this section is to smooth these interactions.
The report tells how to identify the dominant strategic style the prospect or client. The likely character of the interaction is specified. Specific recommendations for handling each style are offered.
The person's overall sales profile is explained. It is noted that this profile is not better or worse than any other, just different. The intent is to build a degree of tolerance for people who use a different strategy.
If the person uses a split sales style the report generates a special page that outlines how to handle this unique condition. A split-style is found in less than 15% of the population so it will only be infrequently encountered.