sales training consultants


Sales Training Consultants

Performance Through People


Sales Force Assessment

At some point in the training project, we need to assess the skills, knowledge, competencies and behaviours of the current sales people. Without doing this, we cannot understand the starting point for the change and how big the change needs to be. We will also find out whether the whole sales force needs the same level of training.

For instance, we were told by a sales director that his sales people couldn't close and that the company was losing business because of this. So could we come in and do "closing" with them. When we looked at the issue, most of the sales team were closing all the time, at the most inappropriate times in the customer's buying cycle.

Further assessment showed a real lack of business focused questioning earlier in the buying cycle was leading to a mismatch between the customer's real needs and the solutions being proposed. Hence, the lack of orders. So the program we actually provided was around understanding of needs, questioning and building value propositions that reflect the customer's business needs.

The sales force assessment doesn't need to be complex, it can be web based or paper based. What it does need to do is gain information about where the sales force is today against the set of skills, knowledge, competencies and behaviours that the company requires to move forward.

The easiest, and often best way, of doing this is by using a three phase assessment. Phase 1 is where the individual sales person scores themselves on a scale of 1 to 10 on each area identified as important. In phase 2 the sales manager, independent of the sales person, uses the same process to score the sales person. Phase 3 is a meeting between the two, to discuss any variances and agree (where possible) where the individual is on the scale for each area.

This gives tremendous information across the sales team as a whole, as well as highlighting areas an individual sales person needs to work on and these can become part of their development plan.

Can we assist with your training requirements? Just email us now with your details and we'll get back to you.


Bookmark The Site.

    Sales Blog Home     Sample courses     Sales skills     Management skills     Personal effectiveness     Consultancy     Training needs analysis     Sales force assessment     Competency based training     Training design     Sales training     The need for training     For company executives     For customers     For sales people     For sales managers     Types of training     Core sales skills     Business acumen     Individual Effectiveness     Sales induction     Delivery options     elearning     Face to face     Seminars     Power hours     DVD/CD     On the job     Measuring success     Level 1 - reaction     Level 2 - learning     Level 3 - behaviour     Level 4 - results     Common mistakes     No clear objectives     Its not sales training     What changes     No executive sponsorship     An isolated course     No sales engagement     The way forward     Tailoring for your needs     elearning for the basics     Face to face for momentum     Power training to re-enforce     Management training     Leadership     Driving the team     Coaching for results     General management     Case studies     Moving from product to services sales     Virtual team leadership     Selling managed services     Developing sales people new to IT     Delivering key executive messages     Changing management behaviour     Resources     Friends pages     Training quotes     Training feedback     Sales training books     Sales books     Leadership books     Management books     Self Help books     Sitemap     Contact

2007 Copyright ©