Sales Skills and Habits Self-Assessment Questionnaires
Use these sales assessment tools to evaluate individual and team effectiveness, identify training needs, and to select the right people. Use the feedback to develop strengths, minimise weaknesses, seize opportunities, and deal with threats.
Participants rate the necessary level of performance for excellence in their work and then assess their performance level to reveal the gap. Thirty or more statements enable sales people to rank the importance of the issues addressed and their level of attainment. The assessments take about ten minutes to complete.
Feedback in the form of a single glance radar chart re-presents sales assessment results to indicate the most important issues and the most significant gaps in performance, as assessed by the the sales person. The accompanying report offers development recommendations and ideas for each of the areas of competence addressed in the assessment.
The sales assessment tools are complemented by a set of validation tools designed to be used by managers, peers, or others to provide independent third party feedback.
The third party assessment tools include additional questions designed to prompt participants to explain their competence. This allows others who don't know the participant to contribute to the feedback. We use additional questions to offer independent sales assessment by a SalesSense consultant.
The following sales assessment tools and support options are available for use online:
- Sales Skills Self Assessment
- Sales Skills Manager Validation Support
- Sales Skills Coach Validation
- Customer Skills Self Assessment
- Customer Skills Manager Validation Support
- Customer Skills Coach Validation
- Presentation Skills Self Assessment
- Presentation Skills Manager Validation Support
- Presentation Skills Coach Validation
- Sales Motivators
Available on-line shortly:
- Negotiation Skills and Habits
- Persuasion Quotient
What is to stop people scoring themselves falsely?
Individuals who complete a sales assessment 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 corroboration, either by a SalesSense consultant, or by the people who will be reviewing the results.
Validation by a SalesSense coach
In a two hour telephone interview, we ask a series of structured questions designed to cause participants to talk about specific sales abilities. We provide an independent evaluation of a participant’s skills and habits. The coach’s assessment scores and comments are supplied with development recommendations.
Validation by a line manager, in house coach, or interviewer
Using a specially designed sales assessment tool, the customer's designated reviewers carry provide third party feedback.
Where third parties such as co workers, team members, and managers have good personal knowledge of the participants abilities, they can use the 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.
1. Sales people are prompted to examine their strengths and weaknesses and learn how they can improve strengths and address weaknesses.
2. Sales managers acquire a structured, factual, non judgemental tool that supports effective feedback and coaching.
3. The feedback report contains recommendations that do not depend on the services of a third party so participants can begin making improvements as soon as they have time or resources.
4. Sales managers acquire another means of measuring sales effectiveness. Sales results are the ultimate measurement however, they don't tell you how to improve. The sales assessment tools provide evidence.
4. The sales assessment tools help managers and participants complete appraisals.
5. Having new-hire prospects complete a sales assessment reduces hiring mistakes. Interviewers can use the validation tool to guide an interview to ensure that sales abilities are carefully and objectively assessed.
Professional Sales Competence
Who is responsible for your sales competence? Most people answer, "I am". The Gap Assessments help 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 sales assessment tools identify and quantify opportunities for individual development. The feedback provides a sound base for individuals and their managers to discuss and prioritise a development plan that will lead to increased competence, rising performance, and personal growth. Development recommendations focus on self-led learning rather than externally driven intervention such as training or coaching. The feedback provides individuals and their managers with an opportunity to steer development based on empirical evidence instead of unstructured perception and opinion.
Training Needs Analysis
As a means to determine training priorities, the sales assessment tools eliminate the guesswork and provides a quantitative and qualitative evaluation of strengths and weaknesses.
Recruitment and Selection
The sales assessment tools provide a practical means for improving hiring consistency and reducing hiring mistakes. Having candidates take an assessment provides feedback that can be used to guide an interview. The third party tool provides a set of supplementary questions that reveal skills, habits, and competence.
Getting the Right Job
The sales assessment tools provide B2B customer facing staff with a quantified strengths and weaknesses evaluation. Taking the assessment demonstrates a person's commitment to professionalism. As a discussion document or guide, the feedback 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 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.
To find out more about our sales assessment tools, please use the contact form here or telephone +44 (0)118 933 1357. We will be pleased to speak and discuss your needs. Alternatively, send an email to info@salessense.co.uk for a prompt reply