The TMAI provides a standardized measure of potential for success in telephone sales and service positions and is an ideal instrument for selecting inbound and outbound telemarketing professionals.  It is designed for personnel selection and placement and for identification of training needs.  It can help organizations:

• match candidates to telemarketing and call center requirements;
• incorporate existing job simulation exercises; and
• identify values that contribute to job stability.

It can also be used as a cost-effective and time-efficient method for determining which individuals should receive a more in-depth evaluation.

Normative data is based on relevant groups.

The TMAI has been shown to be predictive of sales productivity, supervisory ratings of sales and customer service performance, and employee retention and attendance.  Validation studies are available upon request.

Multi-page TMAI reports include a graphical depiction of scores as well as positive and negative behavioral indicators and interview questions.

Dimensions of Measurement

• Sales Interest and Skills - appeal of sales activities and basic skills and experiences that lead to strong sales performance.
• Sales Responsibility - assuming responsibility for and taking charge of personal success in sales.
• Productivity - ability to plan, organize, execute, and complete projects on time.
• Confidence and Influence - attitudes indicative of confident and self-assured people and confidence in selling skills and leadership abilities.
• Interpersonal Orientation - investment in social interactions at work and desire to socialize with others at work.
• Stress Tolerance - ability to handle emotionally charged work situations and resistance to burnout resulting from demanding conditions.
• Job Stability - work values that promote stable employment behavior and discourage job hopping.
• Job Simulation Rating - supervisory rating of verbal communication skills obtained during the job simulation exercise.
• Communicator Competence - willingness and ability to communicate effectively in a variety of situations.
• Applied Verbal Reasoning - ability to understand work scenarios and respond with appropriate solutions.
• Readiness Index - overall indicator of telemarketing potential; the overall suitability for hire into a telephonic sales or customer service position.
• Validity/Candidness - the degree to which a candidate responded to the questions openly.
• Validity/Accuracy - the degree to which a candidate understood and carefully completed the inventory.