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Frequently asked questions about SalesGenomix

Why try SalesGenomix if I’m satisfied in my current sales job?

Because there may be another sales career specialty where you have the potential to be even more successful. With SalesGenomix, you will discover your success potential across all 14 types of sales roles as well as sales management. You will also receive a detailed assessment of your strengths and areas for improvement, together with coaching suggestions. This should improve your career prospects even if you stay put. Finally, don’t discount the value of discovering which types of sales jobs are a poor fit for you. That could spare you from a regrettable career decision down the road. Bottom line, if you want to max out your income and career satisfaction, find the sales job that fits you best.

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Might I discover I’m totally unsuited for sales?

This is highly unlikely. Most people have the potential to be successful in one sales job or another. However, since there are 14 types of sales jobs, all requiring very different talent sets, the key is understanding which sales roles you are most likely to be successful at. Of course, it can also be invaluable to understand which sales roles you are not cut out for.

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Suppose it turns out I’m already in my dream sales role?

This is the best result of all! Then you’ll be able to focus your efforts on refining your skills, improving your shortcomings and seeking an employer who truly values someone with your talent set.

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Can’t I be trained to be successful at selling?

Are successful salespeople made or born? We’ve done the research, and selling, similar to pursuits like engineering, advertising design, the performing arts and athletics is an innate skill. So, while training can buff up your native ability to the peak of perfection, it cannot make you someone you’re not. The good news: there are 14 different types of sales roles, each requiring a unique success profile. Why struggle to succeed at a sales job that’s just not your nature when SalesGenomix can help you discover the dream sales job you were destined for.

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Don’t most types of selling require the same aptitude and skills?

All salespeople share some common characteristics and traits. That’s why we focused our research on what top performing salespeople exhibit that unsuccessful salespeople don’t. In doing so, we discovered that what can make someone successful in one sales role can actually cause them to fall flat in another. For example, individuals who thrive at landing new business are unlikely to thrive managing long term account relationships. All in all, we identified 14 discrete types of selling, each requiring a unique success profile. With SalesGenomix you’ll have an opportunity to discover the ideal sales career platform for you.

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How does this compare to sales personality tests?

There is no such thing as a “sales personality.” That’s because there are 14 types of selling, all requiring very different talent sets. Furthermore, study after study has found little correlation between sales personality tests and success on the job. SalesGenomix is not a sales personality test. It is an actuarially-based, data-base-driven talent discovery system totally linked to job success.

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Will I receive any sort of professional certification?

All SalesGenomix “graduates” are authorized to display the SalesGenomix Certified seal, demonstrating that you are committed to making the most of your talents and offering employers hard evidence of your skill set and success potential.

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How confident can I be in my SalesGenomix findings?

Supported by a 400,000-work-population research base and trusted by more than 2,000 firms in making crucial sales hiring decisions, the SalesGenomix talent assessment has been independently proven to predict the likelihood of success across all 14 major sales roles. We employ the same statistical methodology that insurance companies use to predict accident likelihoods and life spans. Third party research has confirmed that our SalesGenomix methodology is from 3x – 8x more accurate than so-called sales personality tests. Praised by industry analysts like Aberdeen group and CSO Insights, our recommendations are so objective that they’ve been held defensible in a court of law.

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What are the 14 sales roles?

We examined thousands of sales jobs based on variables like: (a) complexity of offering; (b) customer decision process; (c) sales cycle length; (d) project leadership demands; (e) prospecting vs. nurturing focus; (f) sales vs. service mix; (g) sell-to vs. sell-thru and (h) inside sales vs. field deployment. As a result we measure 140 sales attributes in distinguishing among 14 distinct sales success profiles – plus sales management. Chances are there’s at least one role that’s perfect for you. Each profile is described below:

  • Outbound Telesales: Outbound telesales reps take the initiative to contact prospects and customers rather than waiting for someone to call them. Typically quota-driven, they may be assigned total responsibility for landing smaller accounts or asked to sell renewals or peripherals to larger, established accounts. They may also support field teams by cold-calling to generate appointments or qualify leads.
  • Inbound Telesales: Inbound telesales reps are responsible for fielding customer-initiated sales opportunities and seeing that orders are effectively and courteously handled. Typical responsibilities include discovering customer needs, solving customer problems, making purchase recommendations and introducing upsell opportunities. Inbound reps often carry some sort of sales quota.
  • Customer Service Rep: Customer service reps are responsible for fielding customer inquiries and resolving customer issues. The focus is on collegial problem solving and solution seeking – and on sensitively managing customer emotions when things have gone very wrong. While customer service reps typically aren’t responsible for sales they play an essential role in maintaining customer relationships.
  • Indirect Sales: Indirect sales reps don’t call on the customers who use their company’s products. Rather they support their company’s channel partners, including distributors, agents, VARs and manufacturer’s representatives. Key responsibilities include providing training on product knowledge and sales programs, promoting sales contests and campaigns and making joint calls.
  • Strategic Account Manager: Strategic account managers manage relationships with large, multi-site accounts. They apply initiative, research, information sharing and concentrated attention to become a credible and trusted customer asset, and advocate for the customer in marshalling the resources of their firm. SAMs are comfortable calling on the executive suite and skilled at negotiating agreements and contracts.
  • New Business Development: Sometimes known as “rainmakers” or “hunters”, new business development reps specialize in finding and winning important new accounts. They are skilled at unearthing leads, working referrals and striking up conversations where there has been no prior relationship. Entrepreneurial and hard driving, they are strong problem-solvers and adept at turning opportunities into bookings.
  • Account Management: Unlike new business development specialists, account mangers focus on cultivating business within current accounts. Sometimes termed “farmers” they develop deep and broad customer relationships that yield productive up-selling and cross-selling opportunities. Account managers are patient in explaining applications and adept at working internal systems on the customer’s behalf.
  • Territory Consultive Product Sales: Territory Consultive product sales reps draw upon a complex array of products and services to craft solutions tailored to customer-specific needs. Assigned by geography or market segment, they are expert at building a business case and getting new concepts accepted. The focus is typically 70/30 on landing new business, with headquarters handling post-sale support.
  • Territory Consultive System Sales: Territory consultive system sales reps sell pre-configured solutions addressing known customer needs. Assigned by geography or market segment, they call on technical buyers at small to medium size firms. Because buyers are typically unfamiliar with the solution, persuasion must be coupled with education. The focus is 70/30 on new business, with headquarters handling post-sale support.
  • Territory Relationship System Sales: Territory relationship system sales reps cover an assigned geography, leveraging trust and rapport to expand penetration within currently served accounts. The focus is on migrating a standardized solution to other buying centers and driving consumables and upgrades. Accounts are small to mid size and minimal customization and training is required. New business acquisition is 20% of the mix.
  • Territory Relationship Product Sales: Territory relationship product sales reps cover an assigned geography, leveraging trust and rapport to expand penetration within currently served accounts. The focus is on up-selling and cross-selling additional products and services to grow share of wallet. Accounts are small to mid size and minimal customization and training is required. New business acquisition is 20% of the mix.
  • System Specialist: System specialists are the resident expert in a particular subset of a complex solution and may carry corresponding niche sales goals. They are temporarily brought into customer situations when advanced knowledge, solution customization or training is required. Alternatively, they may be assigned in an ongoing way to customers or industries routinely requiring their specialized expertise.
  • Product/Service Specialist: Product/service specialists are experts in a designated subset of a company’s catalog of offerings, with coinciding sales goal responsibility. Acting as a resource to territory or account generalists, or assigned to accounts requiring their specialized expertise, they provide valuable training and consulting services and ongoing insights regarding R&D intentions and industry trends.
  • Product Transactional Specialist: Product transaction specialists sell impulse items that don’t require a great deal of justification or explanation – and where there is not necessarily an opportunity for repeat business. The sales cycle is typically short and success requires resiliency, an ability to read emotions and perseverance in the face of rejection. The context is frequently B2C, or solo purchases to B2b early adopters.
  • Sales Management: Sales managers are responsible for managing the overall efforts of an assigned sales team. Duties include selecting sales talent, coaching and developing necessary sales behaviors, promoting account and territory planning, marshalling headquarters support, achieving revenue and volume quotas, managing unit expenses and dealing with performance problems.

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Will I be able to see how I stack up with my peers?

Yes, you will discover how you compare to thousands of other sales professionals on your best fit sales role.  In fact you will see how you stack up on all 14 roles.  This is important, because you may well possess the skill set to excel in several roles. 

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Can I confidently attach my success profile to my resume?

By all means, attach your SalesGenomix Success Profile to your resume and bring it along on job interviews. More than 2,000 employers already rely on our SalesGenomix assessment to make crucial sales hiring and promotion decisions. Our findings carry weight as the industry standard in predicting success on the job.   

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How can I make the most of my SalesGenomix certification?

We encourage you to reference or display your certification in your LinkedIn profile, in the byline of blog entries and in the footer of email correspondence.

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How long will the SalesGenomix questionnaire take?

Because all questions are multiple-choice, and there are no “wrong answers”, most likely no longer than 45 minutes or so.  Better yet, since intuitive responses are encouraged you should be able to overlap completing your questionnaire with other casual business activities (email, phone calls, etc). 

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If I get interrupted, can I come back to complete the questionnaire?

Absolutely. You will receive directions on how to securely return to the questionnaire without losing your place should you find you need to temporarily log off.

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Can I “fake out” the questionnaire to tweak my results?

Not easily. Simple, seemingly purposeless questions thwart efforts to choose “right answers.” Built-in intelligence automatically corrects if it determines you have understated or overstated your strengths. However, more importantly, why would you want to mislead yourself concerning the best direction for your career?

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How will my findings be provided?

Your Success Profile will be emailed to you within minutes after you have submitted your questionnaire.

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Should I use my personal or business email address?

We suggest you use your personal email address, since it is more likely to be permanent and provides us a more reliable way to deliver additional findings associated with your questionnaire results as they become available.

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Will I receive SPAM as a result of providing you my email address?

Absolutely not. You have our promise; we will keep your contact information confidential and never reveal it to anyone without your express permission.

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Will my SalesGenomix results be kept confidential?

Totally. They will be provided to you and you alone. It’s your decision should you decide to share your Success Profile with friends and associates or reveal it to employers to improve your chances of landing your dream job.

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How do I pay? Can I get a refund if I’m not totally satisfied?

We accept all major credit cards as well as PayPal. Simply click the “Discover Your Sales Career Destiny” button for an opportunity to securely provide your preferred method of payment. Remember you will receive a complete refund if you aren’t totally satisfied with your SalesGenomix results

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Will my company pay for me to experience SalesGenomix?

It’s certainly worth a try. After all, you will receive a detailed assessment of your strengths and weaknesses, together with coaching suggestions that should make you more valuable in your current role. And if your employer has been struggling to fill a more senior position, then your SalesGenomix sales profile may substantiate that you are a more-than-worthy candidate. Why would your employer want to take the risk, trouble and expense to recruit externally when the perfect candidate is already on their payroll?

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