The Personal Orientation Profile (POP™) – Salespeople Selection & Recruiting Tool

The Personal Orientation Profile (POP™) has been used for recruiting and selecting sales people for over 35 years.

The predictive model of the POP™ is based on a database of over 10 million assessments and has evolved through 7 editions to be one of the world’s leading sales employee selection tools. It is the instrument of choice for many of the most competitive sales forces, and it has been proven useful in predicting both performance and retention.

The POP™ has been validated in a wide variety of sales cultures worldwide, and its unique predictor Score (PS) provides a highly accurate prediction of top performance.

Use the POP™ for selecting sales candidates for roles that require business developers who can prospect and generate sales.

The POP™ provides sales management with feedback, interview suggestions, retention strategies and coaching suggestions on:

  • Predicts performance and retention
  • Measures essentials of self-management and prospecting
  •  Assesses achievement motivation and closing style
  • Measures independence and the ideal work environment
  • Is statistically validated using each organization’s unique performance criteria
  •  Includes interview suggestions
  •  Includes developmental suggestions and assists in performance coaching
  • Managing Call Reluctance
  • Closing Style
  • Provides candidate feedback
  • Provides an assessment of cultural fit
  • Is available online in 24 languages

More than just a sales skills assessment, the POP™ is one of the world’s leading sales employee selection tools and is the instrument of choice for many of the most competitive financial services sales forces.

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Predictor Score (PS)

Perhaps a unique feature of the POP™ is the development of a customized Predictor Score (PS) for each client based on our predictor validation service.

The PS is extremely effective at predicting both survival and success. A strong predictor score can predict survival and success up to 90% accuracy.

The PS includes three major weighted factors:

  • EP = Will a candidate prospect? (Survival)
  • AP = Will a candidate be an effective closer? (Performance)
  • IP = Is the candidate coachable? (Retention)

The attitudes of self-confidence, call reluctance, stress coping, and listening skills moderates the overall PS.

Interpretation of the POP™

The POP™ measures eight separate source traits, including both the powerful and neutralizing aspects of personality. This allows POP™ to form a profile, which can be compared to norms for competitive selling. The result is a profile that provides very useful information about the individual’s fit to a sales role.

The psychometric depth of the POP™ scales assesses the DNA of a sales candidate, and as a result can be used for selection, training, coaching, succession planning, and career management. This creates an extremely high ROI for the many thousand POP™ clients.

In addition, the POP™ measures self-confidence and the individual’s attitudes about prospecting, managing rejection, and handling call reluctance.

The Science of Normative Profiling

The POP™ is a sales assessment that has been used to assess and track the careers of over three million people active or seeking employment in sales careers such as financial services, automotive sales, and many other sales cultures.

With this data, the POP™ has become an industry standard and is a thoroughly validated assessment tool. It is proven to be predictive in many sales cultures and is used to develop ideal candidate models for specific industries and companies.

Equipped with a customized ideal candidate model, recruiting managers can quickly identify a potential high performer and recruit people who are statistically similar to the best performers in their organizations.

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