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Frequently Asked Questions about MoneyBall

Assessment

  • Who created the MoneyBall™ assessment?

    The MoneyBall™ assessment was co-designed by corporate sales leaders, professors from the Kelley School of Business and a team of Harvard scientists from Cangrade.

  • How many questions are in the MoneyBall™ assessment?

    98 questions: 30 trait questions, 33 preferences questions and 35 sales ability questions.

  • How long does the MoneyBall™ assessment take to complete?

    The assessment takes approximately 10-12 minutes to complete.

  • Can I retake the MoneyBall™ assessment?

    Yes. You will have the ability to retake the assessment in 12 months to measure how your skills or persona have changed.

Account Creation & User Info

  • How do I access my MoneyBall™ account?

    Once you have been notified that your account has been created, you will receive an email notification with your login instructions. In the event they do not receive an email notification, or if email notifications have been disabled, follow these steps:

    • 1. Go to www.moneyballforsales.com
    • 2. Click login (upper right corner of the home page)
    • 3. Enter your email address provided
    • 4. Use the temporary password issued
  • How do new employees access MoneyBall™?

    Once you have added the new user, they will receive an email notification with their login instructions. In the event they do not receive an email notification, or if email notifications have been disabled, follow these steps:

    • 1. Go to www.moneyballforsales.com
    • 2. Click login (upper right corner of the home page)
    • 3. Enter your email address provided
    • 4. Use the temporary password issued
  • How do I add new users to my MoneyBall™ account?

    In your first login to your MoneyBall™ account, you will be asked to:

    • 1. Create your company profile
    • 2. Add any additional users (bulk upload CSV or manual entry)
  • Can I add users at a later time?

    A Manager or Administrator can add a new member at a later time by clicking the “manager” tab and then clicking “add members.” After you add a member they will be notified via email and can log in using their email address and the temporary password.

Personas

  • What are the different MoneyBall™ Personas?

    This video provides an overview of MoneyBall™ Personas and explains the main characteristics of each one.

    MoneyBall Personas

  • What is the research behind the MoneyBall™ Personas?

    The research insights that led to the creation of MoneyBall™ revealed that the belief that there is one type of successful sales rep is inaccurate. While all good reps know how to find good prospects, make connections, assess needs, and close deals, the way in which one rep may accomplish those tasks can be markedly different from the methods that another rep might use to succeed. The MoneyBall™ personas condense these key differences and the skills sets and personality traits that drive them to help every rep learn to take advantage of their own strengths to improve their performance rather than creating clone reps that only know one approach.

  • What is the significance of the MoneyBall™ personas?

    A sales persona is the result of combining the traits and sales preferences of a salesperson. Do we think there are only 4 types of people in the world? No. We were able to simplify sales preferences just a bit by grouping the 4 major clusters of sales preferences into sales personas and from there we have a launch pad to individualizing learning plans for each user.

  • Is any persona better than the other?

    Success of a particular persona is impacted by a number of variables (industry, tenure, product, etc). However, research has shown us that every persona has a similar likelihood of performing at a high level if given the right development plan.

  • What if I don’t agree with my persona match?

    Having one persona does not prevent a salesperson from having/developing the skills common to another. There is a possibility that you have strong preferences for sales that overlap with more than one persona.

Courses & Content

  • What is the research behind the MoneyBall™ Curriculum?

    The MoneyBall™ curriculum was designed by corporate sales leaders with the oversight of professors from the Kelley School of Business. The curriculum is based upon real world, practical use in conjunction with the Kelley School of Business sales degree program curriculum. Kelley’s program is certified by the University Sales Center Alliance (USCA) as well as by the Professional Society for Sales and Marketing Training. The Kelley School of Business is consistently ranked among the top 20 business schools in the country year after year.

  • How many modules/courses are in MoneyBall™?

    There are 373 modules that make up 127 courses. Each course has 2-3 modules. There are approx. 3-4 courses designed to improve each of the 33 sales abilities.