About CPQ

CPQ-A Sales Aptitude Assessment Tool

Quick Facts: The Sales Aptitude Assessment Tool (Craft Personality Questionnaire – CPQ) measures the “Basic Eight” personality traits used to predict job performance and retention.

Thousands of managers across a wide variety of industries utilize the CPQ to determine candidates’ likelihood to succeed, based on their personality profile.

Managers, trainers and employers use the CPQ’s detailed coaching reports for employee development and team building plus sales and customer service training.

The “Basic Eight” personality traits of the CPQ:

1. Goal-orientation
2. Detail-orientation
3. Social Drive
4. Social Confidence
5. Need for Control
6. Need to Nurture
7. Skepticism
8. Need to Make a Good Impression

A RECENT CASE STUDY FOR OUTSIDE SALES PEOPLE:

One of the largest financial service companies in the world uses the CPQ to select and develop its sales force. After assessing over 30,000 people, the company found the following:

a) Individuals scoring high on the CPQ profile generated 200% more revenue on average than individuals who scored low on the CPQ.
b) By instituting a mandatory passing score on the CPQ, the company found that it could increase the median revenue generated per sales representative by more than $80,000 annually.
c) The company increased total revenue by $52 million annually by selecting only the candidates earning high CPQ scores.
The Sales Aptitude Assessment Tool is easy to use. It is web-enabled and takes about twenty minutes to complete. Results are available to the manager online immediately.

INTERPRETING THE RESULTS

The output of the tool is a raw score from 0 to 50, giving a big picture of the person’s innate aptitude for the particular job. Scores from 40 to 50 indicate a high probability of success. Scores below 30 indicate the candidate will probably not do well in the job. Candidates scoring between 30 to 40 can be successful in the job, but all other indicators (skill level, motivation, etc.) should be positive.

Managers can also run the candidate’s data under a variety of positions including sales, management, customer service and finance to see if the candidate would be successful in other roles within the organization

OUTPUTS OF THE ASSESSMENT TOOL

There is a summary page called “Compatibility Chart” which gives a raw score from 0 to 50 and indicates how many hours per month the person needs supervision for in seven different areas.

Additional reports include:

Leadership Style Profile (LSP)
The Leadership Style Profile provides recommendations to help managers communicate more effectively with incompatible personality types of employees. Because of its convenience and user-friendly self-reports, the LSP makes an ideal addition to any 360-degree feedback program or management training conference

Selling Style Profile (SSP)
This user-friendly 8-page report is designed to be given to the sales applicant or employee after an employment interview, feedback session, or sales training workshop. It discusses the individual’s unique Selling Style and provides specific information to increase the salesperson’s versatility to sell using different Buying Styles.

Sale's Manager Self Report
This unique report has been designed to provide recognition and understanding of personal leadership style as relating to the productivity as a manager.

Sales Manager's Coaching Report
This 11-page report discusses your salesperson’s CPQ “Basic Eight” personality traits and provides specific coaching recommendations to help you motivate or develop your salesperson. Scores on 15 Sales Performance Traits (Drive/Motivation to Prospect) are also listed.

How to Get Started with the Online Sales and Customer Service Aptitude Assessment?
Please contact TalentMore:
Telephone: 86-21-68739537
Email: client@talentmore.com

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