Assessing the relative abilities of your sales
Needs Assessment - A better way of Evaluating your
Some sales people may be working on mature ‘spending’ accounts
that consistently throw out cash, whereas other may be working on
longer term opportunities that take up to 18 months to see ROI but
may be the salvation of the business.
This means that there is a need to use a competency based
assessment process to not only assess the relative strengths
and weaknesses of each individual in your team, but also whether
they are in the role they are best suited to, and to determine what
development needs they may require.
An Objective Assessment Based on Competencies:
- Should this member of staff be in a sales role or not?
- Should we promote this person from internal sales to field
- Does this person have what it takes to be a new business person
or are they better suited to account
- Does the individual have some outstanding leadership qualities
like coaching and team building skills,
or are we just promoting them because they are the best
How do you assess how good
your sales team really is? To find out how Download the white paper
using the form below.