ASSESSING – SALES

Purpose: Sales requires a unique blend of skills and talents to be successful in your company. Sales positions may appear to be quite similar between two competitive companies but that belies the deep differences that always exist. Each company has a different value proposition, sales cycle and target prospect level (VP, Manager, etc.). The key is to objectively identify the right candidate traits that will lead to success in the role.

Measurements:

Selling Style
The salesperson’s style is the most noticeable aspect of their profile.  Their style exposes how they will respond to problems, people, pace and procedures.

Sales Skills
These are the specific skills the salesperson has today as mapped against 6 specific selling stages (that match the Aptitudes stages).

Rewards
There are 6 rewards that each person responds to in differing intensities. Understanding which rewards provide a catalyst will enhance the salesperson’s skill development.

Motivations
These are the drivers of Sales Skills and Selling Style.  Motivations are the underlying current that moves a salesperson into action.

Aptitudes
These are the intrinsic talents each salesperson possesses.  These natural talents are mapped against 6 specific selling stages to illustrate what sales requirements come easy to the salesperson and what areas require more effort.

Highlights: Objective measurement of the salesperson’s selling skills today along with a direct measurement of their potential to further develop those skills. The assessments identify if the salesperson is primarily driven by the specific sales motivation found in 72% of the top performing salespeople in any industry.