By: Jennifer C. Zamecki, CPBA, CPVA, CAIA, TriMetrix
- Can they sell?
- Do they understand the sales process?
- Are they treating each sales situation the way top salespeople do?
We hope you could answer yes to all three questions above. If not, your sales personnel are leaving your money on the table.
Before your company goes out and spends precious training dollars on the same old sales training, you may want to benchmark their current sales skills and thinking process. Why train on “closings and overcoming objections” if the real issues are in “prospecting and influencing”?
Today with the web and interactive computerized training, your organization can compare your sales force with the current top performers through a software report that identifies seven key areas where salespersons are strong and/or weak. These seven areas to measure are:
- Prospecting
- First Impressions
- Qualifying
- Demonstrating
- Influencing
- Close
- General
The Sales Strategy Index assesses how well they understand what to do and what not to do from 54 different “real life” sales situations. Each situation was developed and validated by sales professionals to reflect real sales strategies used by today’s outside sales forces. Some of the benefits to your company will be:
- Simplifies sales training
- Allows managing and coaching to be focused on the areas that produce results
- Builds confidence
- Identifies the sales strategy knowledge areas that are needed to sell a specific product/service in a given market
- Identifies new sales applicants’ strengths and weaknesses
- Identifies specific training or management needs of a salesperson or force
In today’s competitive market, make sure your sales team has the skills they need to achieve the results you want.
For more information on sales skill training and assessments, visit our website at www.well-run.com or call (805) 566-2900.
Your comments are encouraged and welcomed.
I look forward to hearing from you.
Take a minute and check out our latest newsletter. Go to:
http://well-run.com/hottips.html
Thank you~
Jennifer C. Zamecki
WELL-RUN Concepts Inc.
Helping Organizations Define and Develop Top Talent
Ph: (352) 624-2684 Toll Free: (877) 566-2900
Fax: (352) 624-2689
303 S.E. 17th St. Suite 309-170
Ocala, FL 34471
Web Address: www.well-run.com
email: Jennifer@well-run.com
About the Author Jennifer Zamecki
Jennifer Zamecki is the Founder and President of Well-Run Concepts Inc., a Human Resources consulting firm that specializes in the TriMetrix Process for analyzing the unique configuration of personal skills, behaviors, and motivators required for a specific job. Her specialties include:
- Assessments
- Hiring top talent
- Management training
- Employee selection and coaching systems
- Executive Management and Leadership Coaching
- Job benchmarking
- Leadership
- Profiles
- Talent and performance management
- Talent development and coaching
- Talent selection and recruitment
- Teamwork, team building, and communication
- Validated assessment tools
