Are you?
- Unhappy with your closing rate.
- Afraid of being too dependent on a few key salespeople.
- Frustrated with salespeople’s’ excuses and performance.
- Struggling with the new – often virtual – sales environment
If any of these sound familiar, Sales Capacity Assessments may be able to help. Doctors do not make decisions without diagnosing the real causes of problems – it is malpractice.
You too need – and deserve – to have access to data to make informed decisions and take smart actions to achieve your goals.
View the complete Sales Assessment Suite – One Stop Sales Talent Measurement
The Sales Capacity Assessments are specifically designed for:
- Sales Managers, VPs and Directors of Sales
- CEO’s and business owners
- Sales Trainers and Coaches
- Sales Teams
- Sales Professionals who want to improve
Applications:
- Hiring and selection
- Training and development
- Coaching
- Sales team training and development
- Strategic salesforce management
Salespeople need to complete the questionnaire ONLY ONCE for you to have access to all the assessments! – There are NO ADDITIONAL COSTS to different assessment!
Sales Capacity Assessment – Individual Reports:
All assessments are very intuitive. You will not spend time learning to interpret the report. You immediately use them to make better hiring decisions, develop salespeople and more successfully manage your sales teams.
Hiring Report – Hire Better Salespeople
Identifies respondents’ strengths and weaknesses in sales and provides an easy-to-understand percentage matches for different types of sales roles. The assessment also allows you to create your own sales role requirements and calculates a percentage matches for candidates. It couldn’t be easier.
The report includes:
- Sales Competence Scores for 18 critically important areas
- Sales Mindsets to identify obstacles to success
- Ranking of Sales Roles matches, from high to low
- Percentage Matches for different types of sales roles
- Match Percentages Breakdowns by 18 Competences for each sales role
- Excuse Index® to clearly identify how focused a person is to sell
- Individualized interview questions
Development Report – Develop Salespeople
Measures salespersons’ competences in 18 critical areas for selling success. More importantly, provides a clear development plan how to improve to effectively sell more. The report includes:
- Competence Scores for 18 critically important areas
- Individual Scores to assess the current level of sales proficiency
- Sales Mindsets to identify obstacles to success
- Development Plan for each of the 18 Sales Competences
- Excuse Index® to clearly identify the present level of making excuses and not sell
- Individualized Development Questions
Manager’s Report – Manage Salespeople Effectively
Clearly pinpoints salesperson’s Sales Competence match at different phases of the sales process, both pre- and post-sale to help the manager to understand the strengths, weaknesses and development needs.
The stages in PRE-sale are:
- Lead Evaluation
- Initial Contact
- Face-To-Face
- Closing
The stages in POST-sale are:
- Piloting
- Maintenance
- Expansion
Team Reports – Manage Salespeople Effectively
In addition to Individual Assessments, once the salespersons have completed the questionnaire only ONCE, you have access to 6 Sales Team reports at NO additional cost.
Team reports provide the executives the dashboard to make better decisions, develop the sales teams, and ultimately increase sales.
All assessments are very intuitive. You will not spend time learning to interpret the reports. You immediately use them to make better hiring decisions, develop salespeople and more successfully manage your sales teams. In-person support is available at no additional cost.
What is Sales Excuse Index®?
Excuse Index® measures how likely a salesperson is to make excuses and not to sell.
The higher the Excuse Index® is, the more likely a salesperson is to make excuses not to sell.
The lower the Excuse Index® is, the more likely the person is not to make excuses and focus on actions that produce closed sales instead.
The average Sales Excuse Index® is 35%. However, successful sales professionals have much lower scores. Do your sales professionals ever make excises? What is their Sales Excuse Index®?