Spotting Oppositionals and Reps Who Are Ready-to-Quit

Most users of SalesMAPâ„¢ only look at the SQ (Sales Quotient) scale — the overall measure of sales productivity proven highly accurate at predicting actual sales performance. But there is much business intelligence to mine from the other 22 behavior measures as well. This article examines two SalesMAPâ„¢ score patterns rationally derived but not yet empirically validated. However, these critical combinations of high and low scores in targeted scales point to two of the most costly problems for sales organizations