Sales Preference Inventory

The SPI assesses attributes that have been found to relate to sales success and is suitable for all levels of positions that include selling. The SPI is a normative self-report questionnaire, which assesses an existing or potential employee's likelihood of engaging in a range of sales related behaviours. It is designed to be part of an assessment battery in selection, development or guidance. It can assist in directing individuals into sales-related roles to which they are most suited and provide insights on potential training needs.

What the SPI measures

The SPI measures 6 core dimensions of sales activity. These dimensions were selected on the basis of a thorough literature review, an analysis of available sales tools and quantitative performance data from a validation study. The 6 dimensions of sales activity are: adaptive selling, emotional objectivity, outgoing sales persona, networking, organisational focus and competitiveness.

Advantages

SPI provides a quick, reliable indication of individual sales performance potential. The wording of the SPI questionnaire makes it suitable for customer facing through to senior business development roles. It is available in pencil-and-paper, computer-based and online formats with GeneSys capable of integrating results with a choice of personality questionnaires and aptitude tests. As such, the SPI is the ideal tool for examining personal attributes that have been found to impact on sales success and has a variety of applications in selection and development.

SPI reports

SPI reports are in a profile and narrative format written in the second and third person. They include tips on how to manage and motivate the individual. The feedback report has been written in a style that makes it ideal to give directly to the respondent.