Skills and Habits Gap Assessment

Sales Assessments   Sales Motivators  Pre Funded and Volume Bookings  Sales Exam

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   Work Motivators  Pre Funded and Volume Bookings  Sales Exam