About the Sales Talent Dashboards
Our Sales Talent Dashboards provide employers with a window into the capability of their sales organization at the team, management and leadership level, highlighting those factors which will enhance performance and retain top talent, at the same time providing clear, actionable information to optimize individual development.
The Sales Talent Dashboard suite comprises:
- Sales Team Dashboard for a detailed analysis of your sales talent – showing their ability to win business, team-by-team, role-by-role – with clear charts illustrating your teams’ capabilities, benchmarked against those you would find in a global High-Performer team carrying out the same role. This is truly critical data when you consider that McKinsey research shows that sales high achievers deliver 67% more revenue per annum than average performers. (Source: McKinsey’s War for Talent 2000 survey of 410 corporate officers at 35 large US companies.)
- Sales Manager Dashboard for analysis of sales management capability across a large team or an entire sales organization.
- Sales Leader Dashboard for analysis of sales leadership talent across your organization.
Sales Team Dashboard and Sales Manager Dashboard
Sales Team Dashboard and Sales Manager Dashboard follow a similar pattern, offering a convenient and easy-to-interpret overview of a talent group at sales person or sales manager level.
The Sales Leader Dashboard is a more complex diagnostic tool requiring expert analysis and interpretation to understand sales leadership capability across an entire sales organization. For more information, please contact Sales Assessment.com.
The information below refers to the Sales Team Dashboard and Sales Manager Dashboard products.
Management Information
The Management Information takes the form of a series of charts which ‘snapshot’ your sales team’s capabilities as a whole and compare them with a global benchmark for a team of High-Performers. This is followed by a set of summary charts that show each sales person’s capabilities broken down into their: Overall Behavioral Capabilities; Overall Critical Reasoning capabilities; and Overall Reported Skills. This then drills down one more level to show each sales person’s capabilities and motivators by Primary Competency Group (eg Listening, or Developing the Proposition): this enables management to gain a detailed understanding of the capabilities of each individual within your team and across the team as a whole.
Team Overview
This chart shows ‘at a glance’ immediate areas of strength or weakness across the whole team, enabling you to take immediate action on the more obvious areas of team-wide weakness.
You also gain an indication from this data of how big the gap is between your team and an equivalent team of global High-Performers. This enables you to obtain insight into how well your current team is performing, and how much revenue growth potential is latent within your existing team.
Areas that fall outside of the green bands are likely to be having a very significant impact on your team’s overall performance. Areas that are low, but within the green bands highlight the factors that are most likely to be having a negative impact on your revenue today.
Overall Capabilities Summary Charts
The following charts show each sales person’s overall capabilities broken down into their: Overall Behavioral Capabilities; Overall Critical Reasoning levels; and Overall Skill levels.
From this information, you will also be able to see very quickly who your top performers are, who may be in the wrong role, or perhaps even the wrong job.
You will also see who is closest to being a High-Performer, who is some distance away and hence, who will both cost you more to develop and continue to lose you revenue for longer over the development period. This data enables managers to put together cost-benefit equations, not just around development ROI, but also around develop vs replace scenarios.
Primary Competency Group Charts
The charts in this section offer a more detailed breakdown by Primary Competency area and by individual sales person, enabling ‘at a glance’ clarity on each sales person’s areas of strength and weakness, showing clearly how significant each area is likely to be to their performance in their role.
Actionable Information
The Actionable Information takes the form of a series of Heat Maps (see next section) showing development needs, and the magnitude of the competency gaps, by individual and across the team as a whole. This enables appropriate development plans to be implemented immediately, with a clear set of requirements being instantly visible, facilitating the rapid development of highly targeted training or coaching programs (whether from in-house resources or from contract resources). The key value here is the obvious way in which the detail is presented, ensuring budget is only spent exactly where it is required to maximize rapid sales productivity improvement.
Additionally, there is a motivational Heat Map showing, by individual, what factors are most likely to drive each sales person’s desire to perform, and also showing which factors to focus on to retain your top talent.
The Sales Team Dashboard also delivers clarity about which of your sales people are in the right role and who isn’t. This offers options for how you deal with competency shortfalls using hard, objective evidence showing exactly what was reported by the sales person themselves: this gives each Sales Talent Assessment real validity which can be used as the basis for future discussions with individuals.
Heat Maps
In this section, each sales person’s data is collated into team Heat Maps, which show team development needs across the horizontals, and individual sales people’s development needs down the verticals. The stronger the color, the stronger the competence.
This enables instant development needs analysis, as well as providing a planning tool for the development of highly focused training and coaching programs.
Behavioral Competency Heat Map
This map highlights areas of behavior, with the strength of the color in the map representing how well the behavior is developed. The stronger the color, the better developed the behavior. The weaker the color, the more critical is the need for development.
Motivators Heat Map
Motivators are factors that increase a sales person’s desire to perform, whilst also creating a stronger bond between the sales person and the employing organization, resulting in better retention rates for top performers.
The darker the color, the stronger the motivator. Again, team views are shown on the horizontal axis and individual sales people’s motivators are shown on the vertical axis. The greater the focus on a sales person’s key motivators, the more likely they are to perform to the best of their capability.
This is a key chart for action by management as it is very likely that the sales motivators currently being deployed will only be effective for a proportion of your sales team, leaving a number of sales people inappropriately motivated, and hence, unlikely to be putting in their best efforts.
Skills Heat Map
This map highlights areas of functional job skill, with the strength of the color in the map representing how well the skill is developed. The stronger the color, the better developed the skill. The weaker the color, the more critical is the need for development.
This map only has three shades, with dark colors representing skills that are at or above the level required for a High Performer in the role. The first lighter shade represents skills that are within the acceptable range, but would benefit from improvement. The lightest shade indicates areas of skill that are likely to be having a significantly negative impact on performance in the role and so represent areas of critical development need.
