Feedback on candidate Jane Ashley Doe

Overall Summary

Jane’s performance on the Hire the Winners sales simulation ranks in the “Recommended” Category”, and the strong performance on the simulation is consistent with Jane's extensive, previous sales experience. Performance on the simulation suggests that this candidate possesses many of the dominate traits (as identified in this report) that would make them a low risk hire and is very competently adept at listening to customer needs, positioning vehicle solutions that address those needs, and closing the deal effectively. Given the right environment, training and motivation, they will be a good investment of your time and money and have the potential to be a high performer. There are of course other factors you may discover in your hiring process that could impact their performance and your decision.

In the simulation's two sales scenarios, Jane sold both cars, and also showed excellent perception skills in the first scenario picking up on the fact that Glenda was the decision maker and selected the right vehicle the first time, without having to show a second vehicle. Jane also showed a high degree of motivation and focus in the second scenario by overlooking the bad experience with the young couple and immediately going out to greet Doug Smith when he pulled onto the lot.

The results of this simulation assessment should not be the sole criteria for hiring but these results combined with outcomes of other factors (i.e., job specific interviews, personality tests the
applicant's drive and personal life etc.,) should be a good indicator of Jane's future success selling automobiles in a dealership environment.

Summary of Sales Traits for Candidate Jane Doe
This section reveals how the candidate performed in each of the four traits measured during the simulation. The first and most important trait is MOTIVATION followed by the ability to CLOSE deals; and also vitally important are EMPATHY and INVESTIGATION. These four traits are essential ingredients in the sales process and are considered as crucial to actual sales performance.

Explanation of Traits Measured

Motivation
The best salespeople are more motivated than the average sales rep. Research suggests that motivation is by far the most important trait of a good salesperson, accounting for as much as 40% of sales success - making it twice as important as any other dimension. Candidates with high motivation are high achievers who put in long hours and devote high energy to accomplish their work. They are engaged, excited, interested, dedicated, and committed in their everyday work and take great satisfaction in being busy and productive.

Closing
Closing is the ability to gain customer commitment. Candidates who rate high on closing have an assertiveness well suited for the give and take of effective negotiations, without coming off as too aggressive or overbearing. They are not shy about asking for the business and later asking customers for referrals. Good closers have confidence in their abilities and judgments and have the ability to influence the customer to close the deal.

Empathy
Candidates with high empathy can sense the emotions, needs, and concerns of other people. They can put themselves in the customer's shoes, feel their pain, and anticipate their needs. They don't necessarily agree with other people all the time, condone their actions, or feel pity for their predicaments (that's sympathy, not empathy), but they understand and relate to them. This ability to connect with customers is important in finding the right words and tone for sales conversation and addressing stated and unstated customer desires.

Investigation
Investigative people have a great desire to learn from others. They're more likely to probe customers for their underlying needs before pitching a product. As salespeople, they thrive on asking probing questions, listening intently, establishing rapport, and building relationships with customers. They know that selling is more about listening than talking, and they can tailor the product offering and benefit statements to the stated and unstated needs of the customer.

How Candidate Jane Doe Performed in each of the four Traits Measured

Closing
Jane is a very strong closer and ranks among the very best in closing skills, the ability of gaining customer commitment. The high ranking suggests that Jane has an assertiveness well suited for the give-and-take of effective negotiations, without appearing too aggressive or overbearing. This candidate is not shy about asking for the business and later asking customers for referrals. Good closers like Jane have confidence in their abilities and judgments and have the ability to influence the customer to close the deal.

Motivation
Jane's demonstrated a high degree of motivation during the simulation by being productive and taking every opportunity to advance the probability of making the sale. Jane's motivation is among the top automotive sales reps. The score suggests that Jane is a high achiever who puts in long hours and high energy to accomplish work. This candidate is engaged, excited, interested, dedicated, and committed in everyday work and takes great satisfaction in being busy and productive. This is key, because research suggests that motivation is by far the most important trait of a good sales person, accounting for as much as 40% of sales success, making it twice as important as any other dimension.

Empathy
The simulation results showed that Jane is average among sales performers on this trait. The simulation score suggests that Jane can adequately sense the emotions, feel the pain, and anticipate the needs and concerns of others. Jane doesn't necessarily agree with other people all the time, condone their actions, or feel pity for their predicament (that's sympathy, not empathy), but, according to this test, Jane adequately understands and relates to them. This ability to connect with customers is critical to finding the right words and tone for the sales conversation and addressing the customer's stated and unstated desires.

Investigation
The simulation revealed that Jane has a dominate trait on Investigation and is among solid sales performers on this trait. The results suggest that Jane has a great desire to learn from other people. This candidate is more likely to probe customers for their underlying needs before pitching a product. Jane probably thrives on asking needs-assessment questions, listening intently, establishing rapport, and building relationships with customers. The score suggests that Jane understands that good selling is more about listening than talking, and can tailor the product offering and sales pitch to the stated and unstated needs of the customer.

Route Through Simulation:

Note: Results from this simulation should not be the sole criteria for hiring decisions. It provides
one input, along with interviews, reference checks and the candidate's training and experience. The Car Sales Simulator is only responsible for the contents of this report and is not liable for any unauthorized disclosure or misuse of the information contained herein. The Car Sales Simulator® was developed by a team of professionals, including dealers and a nationally recognized sales trainer, with extensive experience in the automotive industry. The scores are compiled from the applicants' completion of the simulation and questionnaire, based upon weighted values in each personality trait category.