ASSESSING – SALES MANAGEMENT

Purpose: Sales managers are tasked with the goal of driving a sales team to revenue success. The fact that most sales teams contain different styles, skills and goals means that the sales manager must be able to coach, motivate and hold these different salespeople accountable.

Measurements:
Managing Style
Some sales managers approach their sales team aggressively, always attempting to hold them accountable. Others use a stable, consistent approach to expectations.  This report identifies the manner in which they will prefer to interact with their team.

Sales Skills
These are the specific sales skills the sales manager has today as mapped against 6 specific selling stages. This assessment tells us the manager’s strength areas when pre-call coaching and post-call debriefing salespeople.

Rewards
There are 6 rewards that each person responds to in differing intensities. Understanding which rewards provide a catalyst to the manager helps to define the underlying prize they seek in their role.

Motivations
These are the drivers of their Managing Style.  Motivations define the manager’s predisposition towards leadership, efficiency, learning, helping, consistency and harmony.

Sales Management Aptitudes
These are the intrinsic talents each sales manager possesses.  Manager talent areas are measured in regards to Conflict Resolution, Getting Results, Leadership Focus, Opportunity Analysis, Planning Orientation, Self & Project Management and Staffing Focus.

Highlights: Objective assessment of the sales manager’s sales strengths for coaching, motivational-reward style for motivating and their managing style for holding salespeople accountable. The report allows you to adjust for the manager’s natural talent areas and unknown blind spots.