Assessing the Effectiveness of Your Sales Force

Talent Management > Identify > Sales Tests > Assessing Sales Effectiveness

Growing sales is imperative to the commercial success of an organisation. The key to growing sales is to have top sales performers. Our sales capability analysis provides you with the knowledge of what makes a top sales performer within your organisation and the key sales drivers in your business. This allows you to both develop lower performers and attract and maintain top sales performers within your business.

This psychologically based capability analysis assesses sales performance based on key sales drivers in your business. On the basis of this analysis, our experienced psychologists provide practical recommendations and support to grow sales.

Key Benefits of Assessing Sales Effectiveness:

• Improve current sales performance
• Identify key sales drivers in your business
• Distinguish between top and bottom sales performers
• Identify personality traits and cognitive capabilities that predict top sales performance
• Recommend professional development strategies to elevate bottom performers to top performers

How Do We Achieve This?

Step 1 : Identify An Effective Sales Type For Your Business

There is no such thing as one good sales person across all sales roles. The quality of a sales person is determined by your business requirements. Research has identified four effective sales types:

• Closing
  These sales people are typically comfortable to start with nothing and enjoy the challenge of aggressively initiating contacts with prospects.
• Consultative
  Sales people who fit this category combine the aggressiveness of closing sales with the interpersonal contact of relationship sales to consult with prospects and correctly identify prospects' needs
• Relationship
  These sales people exercise discipline and take responsibility for their actions. They typically have great patience over a long period to finally cement a customer
• Display
  Sales people in this category require little personal involvement and their compensation or reward system rarely depends on actually completing the sale

Step 2 : Measure The Key Sales Drivers In Your Business

Once the effective sales type is identified, we will ascertain the factors that drive sales within your business. In order to do this, our psychologists will collect objective sales data and then conduct a comprehensive statistical analysis to identify the personality traits and cognitive capabilities that achieve top sales outcomes.

Our analysis allows for an identification of the characteristics that make sales staff top performers.

Step 3 : Practical Recommendations To Improve Sales Performance

The steps taken to increase sales performance in your business can vary depending on the results of our analysis. We will use the finding of the analysis to guide you on how to maintain top performers, to train and develop lower sales performers, and/or to recruit new employees.

Recommendations are based on advanced statistical models, our expertise in sales, and current models in organisational psychology

Should you have any further questions about our sales capability analysis, please contact one of our organisational psychologists.