Sales Competence Assessment™
Maximise the performance of your salespeople by using this amazing sales assessment tool to identify the strengths and weaknesses of each salesperson across 18 critically important sales competences. Recognise where salespeople may need extra coaching and training, and quickly identify top performers in your sales team across different areas of selling.
Who the Sales Competence Assessment is for
The Sales Competence Assessment is a useful workplace assessment tool to enhance the performance of individuals and sales teams. The results provide an evaluation of the areas of strength and development.
Hiring Managers
The Sales Competence Recruitment Assessment is a great way to identify sales-based hiring needs. It will give you a percentage match between the candidate and your sales role, so you can confirm your hiring needs.
Sales Managers
The Sales Manager report is a great way to identify what your salesperson's strengths are at every stage of the process. When you identify their weaknesses, you can start to develop them in a way that will help them be more successful in the future.
Sales Teams
The Sales Competence Assessment demonstrates the team's competence level, mindset score and shared Excuse Index. The reports provide big-picture insights for better decisions, so you can develop the sales team, enhance productivity and ultimately increase sales.
18 Sales Skills Critical to Your Success
Prospecting
Prospecting is a key element in maintaining a company's pipeline of opportunities. In today's digital world, it's easy to be overwhelmed with all the information, but one thing that companies should never take for granted is the power of prospecting. The salesperson always has to be looking for new potential, qualified prospects. It is crucial to make sure there are always enough opportunities available to create new business.
Qualifying
Qualifying a prospect is the systematic process of carefully verifying whether or not a prospect is willing and able to buy. Qualifying a prospect begins by analysing the target audience and determining what their needs and wants are. It includes identifying the target audience, determining the needs and wants of the target audience, and identifying any necessary steps required to close the sale.
Building Rapport
Establishing rapport is important in sales situations. Being able to create trust and rapport with prospects quickly can lead to an open and trusting atmosphere for honest communication and sharing of information. Adjusting one's own personality style to the style of the prospect in order to create a sense of ease for the prospect is one of the skills assessed here.
Following Sales Process
Sales professionals are often faced with a variety of complex and diverse challenges that need to be systematically solved. It is imperative that they have the patience and attention to detail to follow a step-by-step process and remain calm and focused in the face of complexity and uncertainty, believing that systematically following well-defined processes will produce the best results.
Handling Objections
Viewing stalls and objections as opportunities to be politely assertive, and asking the prospect self-discovery type questions in order to get the prospect to deal with their own objections.
Typically, a skilled salesperson would want to find out why the prospect is hesitant to purchase, and each obstacle they mention is a new opportunity for the sales professional to explore their mindset.
Questioning Effectiveness
Unless you know your prospect, you won't know how to market your product or service to their specific needs. Thus the need to create a structured system of questions to know the prospect's situation and determine the likelihood of a fit between the prospect's needs and the salesperson's product or service.
Active Listening
The key to being a good salesperson is to take time to fully understand the prospect's perspective. The sales professional actually seeks to understand what the prospect is attempting to communicate through subtle communication cues such as words, tonality and body language.
Presenting
Successful sales professionals know how to make a connection with their audience and engage them in a conversation through good communication skills, insightful questions and dramatic presentation techniques, tailoring their presentation to topics and issues that are important to their prospects.
Controlling Sales Process
A sales professional demonstrates their expertise by being able to set the conditions for a meeting, describe the process to a prospect and state potential outcomes, which are all important factors when it comes to being professional.
Time Management
A great sales professional competently manages their schedule and activities to make the best use of time on activities that generate sales, and doesn't waste time on “avoidance” behaviours.
A strong sense of time management is essential, and an excellent salesperson is able to figure out what tasks must be completed, what items can be delegated and what tasks can be deferred.
Goal Orientation
High-level performance comes from dedication, hard work and pursuing a goal. While setting a goal is a good start, the sales professional should do the necessary activities in pursuit of the goal, rarely being satisfied with their own current level of performance.
Ambition and Initiative
The qualities of ambition and initiative are extremely important in order to make it big in the world of sales. Without these two qualities, you will never be able to reach your full potential or realise your goals. The qualities of ambition and initiative are evident in the way you proceed through your day.
Ambitious individuals are noted for their motivation and determination, while the initiative taken by these individuals is often noted in their willingness to take risks. These two qualities have the ability to take an individual from being average to being one of the best in their field.
Dealing with Failure
Sales is a struggle, especially if you are new to the job. While it is important to remember that rejection and failure happen to everybody, it's important to know how a salesperson deals with rejection and failure so we can create a plan that will increase their chances of success.
Gaining Trust
Gaining trust is defined as respecting the prospect by giving them the time they need to consider your offer. A good salesperson respects their prospects' time and lets them know that they will continue to provide information that may help them make their decision in the future.
Competitiveness
A good salesperson relentlessly pursues winning, striving to gain competitive advantage and looking to improve more. This can be objectively determined as well in the Sales Competence Assessment test.
Critical Thinking
There are some salespeople who, though good, don't apply current knowledge to solve new problems and spend little time solving problems, while there are others who apply existing knowledge to solve new problems, with the ability to suspend judgement to check the validity of a proposition and take multiple perspectives into consideration. This can be assessed in the Sales Competence Assessment as well.
Money Concept
Successful salespeople need to have a healthy view of money, seeing it as just compensation for goods and services. A healthy concept of money is one of the tools needed to attain success in this endeavour.
Emotional Distance
The ability to avoid getting engaged in the sales process with one's own or the prospect's emotions is one important aspect of the sales process. It shields the sales professional from reacting emotionally instead of objectively and rationally. The Sales Competency Test will also enable you to see your emotional distance quotient.
Create a development plan to improve the performance of your sales team with the Sales Competence Assessment.
Present Level of Sales Competence
The Sales Competence Assessment will give you an insightful view of your team's current strengths and weaknesses across several areas. The more competences they have mastered, the higher their level of sales competence.
Inclination towards Sales Roles
The Sales Competence Assessment determines what type of sales role is best suited to a person. This assessment will determine the individual's strengths and weaknesses and their level of expertise in sales, and match them with the appropriate position.
Competence Match
It is important for companies to ensure that the role is matched to the competence and behaviour of the salesperson, so the job is not wasted on unqualified candidates and the appropriate job is given to the most qualified individual.
Sales Mindsets
Aside from competence and behaviour, the Sales Competence Assessment will also determine the current mindset of the individual to avoid a time-consuming, expensive and frustrating placement process.
The Excuse Index
FinxS® Sales Competence Assessment measures the Excuse Index of the individual: how likely a salesperson is to procrastinate on activities related to sales success. The higher the Excuse Index, the more likely the sales professional will find an excuse for not engaging in sales activities. While the average Sales Excuse Index is 35%, successful salespeople have much lower scores.
How the Sales Competence Assessment™ works
- The salesperson completes a 99-question online survey
- This self-assessment process allows us to analyse them and create their report
- We send through the report together with a simple video to explain how to use the report
- We are then available for reasonable support questions
