— MAPPING AND DEVELOPING SALES POTENTIAL

EnneaSales™ Test is our behavioural and aptitude assessment designed for sales, account management and engaging with prospective customers. Using a proprietary model based on the Enneagram of Personality, we help professionals and organisations understand how different profiles build relationships with customers and prospects, develop opportunities and approach negotiation.

The results highlight your natural sales style, what helps you work effectively and the areas to focus on. They provide a practical starting point for developing individual and team potential.

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EnneaSales™

— ANALYTICAL TOOLS

Report and indicators

The Sales Growth Mindset indicator developed for EnneaSales™ Test is grounded in sales research, including Novell, Machleit and Sojka (2016) on implicit theories of selling ability; Angela Duckworth, Christopher Peterson, Michael Matthews and Dennis Kelly (2007) on grit in salespeople; and Spiro and Weitz on adaptive selling. Dweck’s work (1999) also provides the theoretical basis for the scales on implicit theories of intelligence.

01 Individual Report

Customer Approach

02

03 Sales Growth Mindset

04 Company Dashboard

Strengths, areas to focus on and how you work at each stage of the sales process.

Your natural tendency towards a Farmer, Balanced or Hunter approach.

An indicator that measures aptitude and attitude towards growth and performance.

Connects individual profiles, Customer Approach and Sales Growth Mindset.

EnneaSales™ Test combines an individual report with two indicators focused on sales approach and a company dashboard that brings the results together.

— A TOOL TO GUIDE YOUR SALES TEAM

Company dashboard

The company dashboard brings together EnneaSales™ Test results to show the distribution of profiles, the team’s customer approach and its Sales Growth Mindset.

Per aziende, direzioni commerciali, HR e professionisti nelle attività di selezione e assessment, mappatura e sviluppo dei team, formazione, coaching e mentoring, valorizzazione del potenziale commerciale.

— THE EXPERTISE BEHIND OUR ASSESSMENTS

Methodology and scientific rigour

02 Validation
process

EnneaTest® and EnneaSales™ Test were developed using a rigorous methodology, with assessment items drafted by a psychologist and psychotherapist. Their validation is ongoing, with input from a range of experts. The process is overseen by a scientific committee led by Dr Francesco Bocci, an Adlerian psychologist and psychotherapist, with scientific supervision from Prof. Marcello Sarini, a computer science researcher in the Department of Psychology at the University of Milano-Bicocca.

01 Rigorous methodology

03 Scientific committee

Francesco Bocci is a psychologist, psychotherapist and Adlerian analyst, and the founder of Video Game Therapy®. He is a member of the Società Italiana di Psicologia Individuale and the working group on new technologies at the Ordine degli Psicologi della Lombardia. He is also co-founder of Centro Clinico Il Telaio and a lecturer at the Scuola Adleriana di Psicoterapia di Brescia.

Marcello Sarini has been a computer science researcher (INF/01) in the Department of Psychology at the University of Milano-Bicocca since 2004.