At Alder Koten, Silvia Flores utilizes the Luks Prisma Sales Assessment to improve candidate selection in our executive search process.
The Luks Prisma Sales Assessment tool, encompassing six dimensions—Type, Style, Intensity, Community, Role, and Drive—enables us to effectively identify, evaluate, and select top sales talent. The Luks Prisma Sales Profile provides a nuanced understanding of candidates by highlighting their preferences across a spectrum within each dimension, ensuring a precise match for our client’s unique needs.
Six Dimensions of the Luks Prisma Sales Profile
Type: Hunter / Farmer
Hunter: Hunters are adept at finding new leads and customers, driven by meeting sales quotas and thriving in dynamic environments. Keyphrases: “I find customers,” “I like finding new leads,” “I’m driven by strong commission potential.
Farmer: Farmers excel at nurturing existing relationships, focusing on account management and customer retention. Keyphrases: “I develop customers,” “I like getting more business from existing clients,” “I spend time understanding our customers’ needs.”
Style: Empirical / Method
Empirical: Empirical sales professionals rely on instincts and experience, adapting quickly to changes. Keyphrases: “I follow my instinct,” “My personality sells,” “I work well under pressure.”
Method: Methodical sales professionals use a structured, data-driven approach for consistency and market understanding. Keyphrases: “I trust the process,” “My solution sells,” “I plan to avoid pressure.”
Intensity: Sprinter / Marathoner
Sprinter: Sprinters excel in fast-paced environments, focusing on short-term results and quick deal closures. Keyphrases: “I’m effective,” “I prioritize speed over quality,” and “I prefer higher volume of low-value sales.”
Marathoner: Marathoners take a thorough, long-term approach, ideal for complex sales with longer cycles. Keyphrases: “I’m efficient,” “I prioritize quality over speed,” and “I prefer lower volume of high-value sales.”
Community: Independent / Group
Independent: Independents value personal freedom, preferring autonomy in decision-making and execution. Keyphrases: “I’m driven to outperform everyone else,” “I’m independent and self-reliant,” “I figure things out by myself.”
Group: Group-oriented individuals thrive in collaborative environments, valuing teamwork and shared responsibilities. Keyphrases: “I’m driven to mentor others,” “I work better as part of a team,” “I think creatively in a group.”
Role: Leader / Individual
Leader: Leaders excel at driving results through others, using strong leadership and communication skills to inspire teams. Keyphrases: “I set the goals,” “I achieve results through others,” “I coordinate others.”
Individual: Individuals focus on their own direct efforts, are self-motivated, and are accountable for their performance. Keyphrases: “I achieve results through my own actions,” “I plan my own work,” and “I stick to my plans.”
Drive: Closer / Promoter
Closer: Closers are skilled at finalizing deals and prioritizing the sale over long-term relationships if necessary. Keyphrases: “I seek our win,” “I enjoy a good negotiation,” “I’m thrilled by closing a deal.”
Promoter: Promoters build and maintain long-term customer relationships, prioritizing trust and satisfaction. Keyphrases: “I seek a win-win,” “I enjoy building long-term relationships,” “I’m thrilled by a happy customer.”
About Silvia Flores
Silvia Flores is a distinguished executive search consultant at Alder Koten, specializing in identifying top sales talent. She leverages the advanced Luks Prisma Sales Assessment to match organizations with the best candidates. Silvia’s expertise ensures that clients receive tailored solutions that drive business success. Connect with Silvia to explore how her executive search services can elevate your sales team’s performance.