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Benchmarking current skills against an optimal role profile
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Skills Reports - Sales Skills
See Sample Skills (User) Report
See Sample Skills (MGR) Report
Take a look at the Future Skills Analysis Matrix
Strategic Sales | Solution Sales | Applications Sales | Transactional Sales
Having the right skills in the sales team is one of the most critical factors for success in business today. Yet, at odds to this is the fact that for many businesses, the ability to accurately measure, map and develop those same critical skills is often not a strength.
This creates unnecessary vulnerabilities and risks which can quickly and negatively impact on the business, yet many businesses have no easy to implement, low cost, high reliability method of dealing with these. This results for many organisations in below optimal performance, survival where they should be thriving, pressure on costs where they should be growing and inability to attract the best talent in a very competitive market.
SalesAssessment.com is pleased to be able to bring to the market a range of Sales Skill Assessments, each mapped against an optimal performance benchmark for the role and, each offering a selection of levels within each role. The roles available 'off the shelf' include:
- Strategic (Executive) Selling
- Consultative (Solution) Selling
- Application Based Selling
- Transactional Based Selling
The reports can be specified as Hiring; Assessment; or Development mode reports - where the development mode can, subject to consultancy fees, be linked directly to your own preferred development programmes, enabling you to automate the learning and development process. You can also use the reports as a 360 Feedback tool by asking the Sales person and a number of his peers, plus his line manager and others as appropriate to also complete a report on him, then feeding back the findings either yourself, or using one of SalesAssessment.com's skilled and qualified (to BPS levels A&B) feedback coaches.
Strategic Sales
The ability to sell at the executive level is the great competitive advantage and differentiator of the 21st Century. Yet research shows that less than 7% of sales people who even attempt to sell this way are capable of doing so (46th SAMA Conference Paper). Without the appropriate skills, it is not just increasing your cost of sale, reducing your potential revenue, but engaging with executives in a non-effective manner has actually been shown to damage your Brand with the very people you really need to work with.
Yet many companies do not have the right role profiles, or competency maps for these critical roles. As a result, they cannot effectively find, or develop these critical sales people.
SalesAssessment.com has the answer. With a pre-built profile, optimised for a Strategic Sales role, you can be sure you are identifying the right capabilities and, comparing them against an optimal role benchmark, ensuring you invest in the right people, in the right way.
Solution Sales
The role of a solution sales person has become more complex today as global competition sweeps into all sectors and as the concept of 'virtual' face to face selling becomes more acceptable. The result is that the skills required by solution sales people need to be sharper than ever.
Yet many companies do not have the right role profiles, or competency maps for these critical roles. As a result, they cannot effectively find, or develop these key sales people.
SalesAssessment.com has the answer. With a pre-built profile, optimised for a Solution Sales role, you can be sure you are identifying the right capabilities and, comparing them against an optimal role benchmark, ensuring you invest in the right people, in the right way to maximise your Competitive Advantage in today's cut-throat market.
Applications Sales
For many companies, their offerings are typically sold at the Application level, often as part of an overall Solution, pulled together by another organisation or a separate part of their own business. Application based selling skills have been driven to change by the ever more competitive and complex demands placed on the customer by their marketplace. This often results in the overall Solutions having to be significantly more complex, while the sales environment is also more competitive.
As a result, selling applications in the way they have always been sold is no longer good enough. Why? Because the Application sales person now has to evidence to the 'integrator' why their application is going to be most relevant and impactful, not just at the pure 'technology' level, but also why it is the best fit, taking into account the end result that they would help create for the end customer.
This change has crept up on many organisations who are only now recognising that something needs to change. Yet many companies are unsure what they need to change in their skill base to cope with this new way of doing business. As a result many do not have the right role profiles, or competency maps for these key roles and as a result, they cannot effectively find, or develop these important sales people.
SalesAssessment.com has the answer. With a pre-built profile, optimised for an Application Sale role, you can be sure you are identifying the right capabilities and, comparing them against an optimal role benchmark, ensuring you invest in the right people, in the right way.
Transactional Sales
The significance of transactional selling skills have grown disproportionately to the rest of the sales marketplace. With the advent of on-line shopping creeping into business buying habits, Transactional/Retail sales people are having to work harder to convince customers why they should buy from them than ever before. The traditional skills involved in transactional/retail selling are still there, but there are a whole host of new skills required in this marketplace today. These include the ability to clearly differentiate the value created for the customer through working with a salesperson, rather than, say, running a reverse auction on the web.
This has changed the skills required to be good as a Transactional Sales person, yet many companies are still recruiting, developing and assessing their staff based on out of date competency frameworks. As a result, they cannot effectively find, or develop high quality Transactional sales people.
SalesAssessment.com has the answer. With a pre-built profile, optimised for a Transactional Sales role, you can be sure you are identifying the right capabilities and, comparing them against an optimal role benchmark, ensuring you invest in the right people, in the right way.
