How it works
Participants rate the necessary level of performance
for excellence in their work, on a scale of one to ten and then assess
their performance level to reveal the gap. Thirty or more statements
enable users to rank the importance of the issues addressed and their
level of attainment. The test takes about ten minutes to complete.
Feedback re-presents the data to indicate the most
important issues and the most significant gaps in performance, as
assessed by the the participant. The accompanying report offers
development recommendations and ideas for each of the areas of
competence addressed in the test.
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What is to stop people scoring themselves falsely?
Individuals who complete the test on their own initiative have no reason
to mislead themselves. For those who will share their results with line
managers, development support staff, or interviewers we recommend use of
validation, either by a SalesSense accredited coach, or by the people
who will be reviewing the results.
Validation by a
SalesSense accredited coach
In a half hour telephone interview, the coach asks a series of
structured questions and uses a complementary assessment tool to provide
an independent evaluation of the participants skills and habits. The coach's assessment
scores and comments are supplied together with the self assessment
feedback and development recommendations report.
Validation by a line manager, in house coach, or interviewer
Using a specially designed complimentary assessment tool and accompanying
guide, the customer's designated reviewers carry out the validation.
Validation by independent third party assessment
Where third parties such as co workers, team members, and managers have
good personal knowledge of the participants skills and habits, he or she
can use the validation tool to provide an independent assessment.
Combing independent assessments from the participants line manager and
at least two co workers provides 360 degree style feedback.
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What are the benefits?
1. As a sales person or manager, you find out you or
your team members do well and what they could do better. Assessment
feedback highlights strengths and weaknesses.
2. The feedback report contains recommendations that do not require the services of a
coach or trainer so you can begin making improvements as soon as you have time or
resources.
3. You acquire another means of measuring sales effectiveness.
Sales results are the ultimate measurement however, they don't tell you
how to improve. The Gap Assessment does.
4. The Gap Assessment helps managers and participants
with appraisals. For a sales person, the
Gap Assessment provides a template for skills and habits development. For managers, it provides a sales specific
competency framework and
a
structured
evaluation system.
5. Having new-hire prospects complete
the Gap Assessment reduces hiring mistakes. Having candidates take the
assessment and using the validation tool to guide an interview ensures that
sales skills and habits are carefully and objectively assessed.
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What are the
applications?
Professional Sales Competence
Who is responsible for your sales competence? Most people answer, "I
am". The Gap Assessments address the supplementary questions, "How do you
know if you or someone else is professionally competent?" and, "What can
be done to attain, develop, or maintain competence?"
Guidance for Individual Development
The Gap Assessment identifies and quantifies opportunities for individual
development. The feedback report provides a sound base for individuals
and their managers to discuss and prioritise a development plan that
will lead to increased sales competence, rising sales performance, and
personal growth. Development recommendations in the feedback reports
focus on self-led learning rather than externally driven intervention
such as training or coaching. The feed back report provides individuals
and their manager with an opportunity to steer development based on
empirical evidence instead of perception and opinion.
Training Needs Analysis
As a means to determine training priorities, the Gap Assessments
eliminate the guesswork and provides a quantitative and
qualitative evaluation of strengths and weaknesses.
Recruitment and Selection
The Gap Assessment provides a practical means for improving hiring consistency
and reducing hiring mistakes. Having candidates take Gap Assessment
generates a feedback report that can
be used to guide an interview.
Getting the Right Job
The Skills and Habits Gap Assessments provide B2B customer facing staff with
a quantified strengths and weaknesses evaluation. The feedback report
demonstrates a person's commitment to professionalism. As a discussion document or guide, it provides a
practical and efficient platform for answering the question, "Why
are you suited for this job". People can use their report to help them present
a compelling picture of their strengths, skills, and abilities. It
helps them explain exactly what they are good at so that interviewers
are left in no doubt of the candidate's competence. People
who put themselves through assessments have the edge on
those who don't.
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If you would like to speak with a Sales Coach
or ask specific questions, please telephone SalesSense on +44 (0)118 933
1357 or send email to
salescoach@salessense.co.uk.
Overview
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