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Identify
your organization’s potential superstars
Totally customized interview guides,
online
Develop job descriptions and identify
critical knowledge, skills and competencies quickly and accurately
online
Identify your organization’s potential superstars
Predict top performers
of the future
The Seligman Attributional Style Questionnaire (SASQ) can tell you
today who your best performers of tomorrow will be.
This 20 minute self-administered online test measures an individual's
abilities to deal with adversity and rejection. Typically it is administered
to individuals in selling situations where high levels of customer
apathy (telemarketing, life insurance sales, etc.) are routinely encountered.
However it is also commonly used in many non-selling situations where
employees face constant adversity.
Developed by Dr. Martin Seligman, the author of Learned Optimism
and a leading expert in motivational psychology, the SASQ can tell
if an individual is energized by adversity and rejection or beaten
down by it.
This
is an extraordinarily valid test
The SASQ is based on over 20-years of Seligman’s clinical research
and has been validated by more than 500 studies at over 100
universities around the world. Hundreds of companies have used the
SASQ to predict future performance, well-being and motivation of more
than 400,000 prospective and current employees.
Extensive scientific research has shown that the SASQ accurately predicts
sales productivity in many industries including
telecommunications, financial services, office products, automotive,
banking, and real estate industry, to name a few.
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Insurance
- Optimistic sales agents outsell the pessimists by 37%
- Extremely optimistic agents outsell the extreme pessimists by
88%
- Pessimistic agents are twice as likely to quit as optimists
- Extreme pessimists are three times more likely to quit than extreme
optimists
Real Estate
- Optimistic sales agents outsell the pessimists by 33%
Automotive
- Optimistic salespeople outsell the pessimists by 20%
- Optimistic managers outsell the pessimists by 27%
Telecommunications
- Optimistic salespeople outsell the pessimists
by 29%
- Extremely optimistic salespeople outsell
the extreme pessimists by 39%
Office
Products
- Optimistic salespeople outsell the pessimists by 19%
Banking
- Top performing salespeople are 25% more optimistic than below
average performers
Customer Service
- Top performing representatives are 50% more optimistic than
below average performers
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How the SASQ works
The SASQ asks respondents a series of questions about their expectations
for success and failure in various hypothetical situations. It then
assesses their answers on three dimensions; permanence –
does the individual believe that success/failure tends to be short-lived
or ongoing, pervasiveness – does the feeling of optimism
(or pessimism) carry over to all aspects of the individual’s
life? And personalization – Is it the individual or others
who are responsible for the individual’s successes/failures?
Answers to questions are instantly tabulated and an overall optimism
score is identified. The score clearly shows whether the respondent
is spurred on by rejection and adversity, or likely to be overwhelmed
by it. Those at the higher end of the range are dramatically more
likely to perform well when faced with adversity. The SASQ is the
only instrument designed specifically to measure this most critical
ability.
What the press is
saying (Excerpts from articles and reviews)
Psychology Today
"This test could save insurance companies millions of dollars
a year in training costs alone."
Newsweek
"Seligman has shown that a person's optimistic or pessimistic
way of explaining events foretells what may happen to him in the future."
New York Times
"The pessimistic salespeople were twice as likely to quit as
were the optimists."
Success
"Seligman's research shows the power of self-fulfilling prophecies.
Those who believe they are masters of their fate are more likely to
succeed than those who attribute events to forces beyond their control."
Fortune Magazine
"In the first two years on the job, salesmen who scored high
for optimism sold 37% more insurance than their more pessimistic brethren."
Time Magazine
"How people respond to setbacks - optimistically or pessimistically
- is a fairly accurate indicator of how well they will succeed in
school, in sports and in certain kinds of work. People with an optimistic
view of life tend to treat obstacles and setbacks as temporary and
therefore surmountable. Pessimists take them personally; what others
see as fleeting, localized impediments, they view as pervasive and
permanent."
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