Coaching/Development Assessment

How can I get more production from my producers?
Why is development testing beneficial?
Why is our development testing the most effective?
How does our development testing work?
How can a company request a free demo or purchase PSDS?
FAQs

How can I get more production from my producers?

One of the most important responsibilities managers have is one-on-one coaching sessions with their sales professionals to improve sales results. The quality of the coaching meetings often determines the success of the team and ultimately, the manager's personal success. But determining the exact cause of lackluster performance is not so simple.

The Professional Sales Development Survey (or PSDS) is a tool to help managers pinpoint what is causing the problem and how to coach to remedy the lack of performance.

Why is development testing beneficial?

The Professional Sales Development Survey (PSDS) or development report was designed to help sales professionals and their managers identify and target the behaviors that are critical to improving their sales results.

When a manager sees lack of prospecting, poor closing technique or other problems, what actually needs to improve is the behavior behind these outcomes. Our research shows there are nine personality characteristics or behaviors directly linked to sales success. The PSDS determines which of these behaviors the employee needs to improve to correct the sales problem.

Why is our development testing the most effective?

There are advantages to our Professional Sales Development Survey (PSDS) that you won't find with any other development testing:

• A scientific approach. The information that is given to the employee is based on scientific analysis. We perform analytical modeling similar to the analysis used in risk management reviews. We look at the top, middle and low performers, and how they test in relationship to their performance levels.
• Customized for the financial services industry. This is not a generic development report but a validated assessment for originators. A validated assessment means that scientific standards have been met. Validation studies are available upon request.
• Track record of improved sales results. Here what others say about our development testing:

"We had a growing sales force and wanted to structure our hiring process more effectively and improve the quality of our sales staff. We got great results with Pat Sherlock's hiring and coaching tools." — E.H. "Gene" Gaulin, Senior Vice President, BB&T Bank, Wilson, NC

"Our sales results have improved greatly since we implemented Pat Sherlock's coaching tools. We are very pleased with the results." — Mike Frotten, SVP, Citi, St. Louis, MO

How does our development testing work?

A company purchases a minimum of 10 tests that are put into a web-based account that is personalized for the company. The tests never expire and the test results are always available for review. The tests purchased can be used for either the selection purposes or development purposes. The choice is up to you.

The employee is provided with a User ID and password to access the questionnaire, which takes about 60 minutes to complete. The assessment is then tabulated and an email is sent to the company's administrator who then can pull the employee's report. It's that easy. No paperwork and no hard-to-read reports.

The survey can be taken anywhere — at work or at home by the employee — and at anytime, 24/7. Most importantly, the report is available immediately after the survey is completed.

How can a company request a free demo or purchase PSDS?

For a free demo or to purchase our development assessment tests, contact us directly at 1-800-875-0222 or email sales@qfsconsulting.com. Note: the development tests cannot be purchased directly via our website because company-based web accounts need to be established to pull down the reports.

FAQs

How does the PSDS benefit managers?

The PSDS helps the manager in three significant ways:
1. It improves performance:  By benchmarking the employee against top performers and sharing the information with the employee, the individual receives an objective analysis on what needs to be corrected. The analysis allows the employee to put together an action plan as part of the report. Thus, the manager has one report that contains the analysis, targeted programs to pursue including books and training programs and the employee writes their action plan on the report. Managers really love this report!

2. It is objective: The employee's answers are benchmarked against the database of top mortgage performers and an objective analysis is generated. The report  details the employee's strengths and weaknesses and outlines the specific behaviors that need to be worked on by the employee. It removes the guesswork on what is the problem with the employee's sales performance and recommends the training programs and books that should be undertaken as next steps.

3. It saves you time and money: It would take a manager many hours to identify accurately what personality characteristics or behaviors need to be improved for the sales person to improve their results. With the PSDS, the employee invests their time before the manager sits down with them and receives an easy-to-read report the individual can review before the manager's coaching/development meeting.

What sales problems does the development report help address?

The development report is valuable for assessing new employees; for determining the root cause of poor sales performance in an established sales professional; and for helping a high-performing producer reach even greater levels of success.

When should I administer the development report?

The PSDS can be used at any point in time during the producer's career. However, it can be especially helpful for new employees; established sales professionals experiencing a downturn or slump; and for solid producers who want to boost their sales performance to the next level.