Sales Competency Assessment
Sales Competence Assessment – FinxS® measures sales professionals’ ability to deliver results. The assessment provides a clear overview of the salesperson’s or candidate’s sales competencies and offers concrete insights into how your sales staff can best be developed, motivated and encouraged to perform more effectively in the sales process. At the same time, you gain a better basis for making informed recruitment decisions and reducing the risk of hiring the wrong person.
Gain a deeper insight into the salesperson’s sales skills and working methods
Learn & understand the 12 sales mindsets & 18 sales skills
Gain insight into the salesperson’s or candidate’s work pace & information processing
Will your salesperson / team be able to maintain momentum with their sales activities & sales tasks
What is the excuse index of the salesperson, your sales team or the candidate
Your salespeople / team’s greatest strengths and their potential to outperform the competition
How to develop & motivate your salespeople / sales team
What you gain from the Sales Competence Assessment
With the Sales Competence Assessment, you gain a clear and detailed overview of where your sales staff’s greatest strengths lie and where there is specific potential for development.
You will gain a deep understanding of each salesperson’s skills, mindset and behaviour throughout the sales process. This includes the extent to which they take responsibility for their own results, as measured by their ‘excuse index’. At the same time, you will gain a solid, data-driven foundation for targeted training, effective coaching and sustained performance improvement within your sales team.
One solution – multiple applications
We recommend the Sales Competence Assessment both as an effective tool for developing your existing sales team and as a solid basis for decision-making when recruiting sales representatives, sales managers and sales directors.
The result is improved performance, a stronger sales culture and more secure employment.
Certification programme at HR Solutions
Before the certification programme begins, participants complete an e-learning module lasting approximately two hours. The aim is to provide participants with a basic understanding of
Sales Competence Assessment, including the key sales competencies, mindset and behavioural patterns that the assessment measures.
The e-learning module also introduces how the results can be applied in practice to the recruitment, development and coaching of salespeople. This ensures that all participants are well prepared for the certification process and derive maximum benefit from the training provided by HR Solutions.
1. Step Session
Sales Competency Assessment
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The sales process
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18 sales skills
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Interpretations
2. Step Session
Sales Competency Assessment
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Mindset
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Apology scale
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Question
3. Step Session
Salgs Kompetence Assessment
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Feedback
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Rapporter til leder & team
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Rapporter ansættelse & udvikling
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Followed by 45 minutes of feedback (certification)
How to use the Sales Competence Assessment effectively
With the Sales Competence Assessment, you gain insight into both sales skills and sales approach – is the salesperson a Farmer or a Hunter? Is the salesperson’s approach primarily product-focused or solution-oriented?
The 18 sales skills
You will gain an understanding of which competencies drive sales results and how individual skills influence performance throughout the sales process. This provides you, as a sales manager or sales director, with a solid foundation for assessing sales staff more effectively, targeting development initiatives and working more strategically with training and coaching – with the clear aim of boosting sales results.
At the same time, you gain a clearer picture of where each sales representative adds value within the sales process, and where there is potential for further development. This makes it easier to prioritise the right initiatives, set clear development goals and ensure that training and coaching are based on concrete data rather than gut feelings.
The result is a more targeted development of your sales staff and sales teams, a stronger sales department, and a better foundation for achieving stable and sustainable sales results.
Excuses
Measuring the salesperson’s ‘excuse index’ – that is, the extent to which the salesperson tends to procrastinate or is able to stay focused and take responsibility for the sales process from start to finish. The index provides insight into whether the salesperson typically makes excuses for poor results, or whether they work purposefully and persistently to drive sales forward.
This knowledge enables managers to identify behaviours that may hinder performance and to focus their coaching and development efforts more effectively. The result is salespeople who take greater ownership of their pipeline, approach sales activities in a more structured way, and are better able to deliver consistent and improved sales results.
Mindset
An assessment of the building blocks, which the salesperson has carried with them from their upbringing, and which often have a significant impact on behaviour, motivation and approach to sales work. The assessment identifies which of the 12 building blocks are most prominent, and which may influence the salesperson’s ability to achieve results.
This insight provides a solid foundation for understanding what motivates individual salespeople and where there may be a need for development or support. This enables managers and organisations to focus more effectively on the areas that actually influence performance. The result is more precise coaching, better development programmes and salespeople who better realise their potential and achieve stronger sales results.
A free-for-all or a structured sales process
In some sales roles, it is essential to adopt a relaxed, relationship-building approach (Farmer), where there is time and scope for multiple sales meetings and a longer decision-making process. In other roles, however, it is important to be able to drive the process forward and close deals quickly (Hunter), often as early as the first meeting.
The assessment helps to identify which approach each individual salesperson naturally works best with, and whether this aligns with the requirements of your sales organisation and market. This insight makes it possible to place salespeople in roles where they are best placed to succeed, whilst also working more purposefully on developing the skills needed to deliver results.
View upcoming certification courses
At HR Solutions, we offer certification courses in Sales Competence Assessment. Contact us today for a no-obligation chat.
Tel.: +45 70 26 32 25 or email: info@hrsolutions-as.com
The 18 sales skills
The Sales Competence Assessment provides a clear and nuanced overview of where your salespeople’s greatest strengths lie and where there is specific potential for development. You gain deep insight into each salesperson’s competencies, mindset and behaviour within the sales process – including the extent to which they take responsibility for their own results, as measured by their excuse index. At the same time, you gain a solid, data-driven foundation for targeted training, effective coaching and sustained performance improvement within your sales team
The Sales Competence Assessment maps the salesperson’s strengths and areas for development across these 18 key sales competencies.
Here is an overview of what each skill covers:
Active listening
The ability to listen to the customer’s needs and cues
Ambition & initiatives
Drive and determination to take the initiative and deliver results
Continue reporting
The ability to keep reporting and follow-up up to date
Proven competitiveness
Awareness of competitors and one’s own competitive advantage
Quality control in the sales process
The ability to manage and steer the sales process towards a successful conclusion
Critical thinking
The ability to analyse situations and make well-considered decisions
Discrepancy handling
The ability to cope with adversity and learn from mistakes
Emotional objectivity
The ability to remain professional and objective under pressure
Focus
The ability to stay focused on goals and results
Handling of objections
The ability to address and deal with customer objections effectively
Talking about finances
The ability to discuss price, value and finances openly with the customer
Partial acceptance of a claim
The ability to accept demands and constraints without losing momentum
Presentation
The ability to present solutions clearly and persuasively
Process orientation
The ability to follow and improve a structured sales process
Investigation
The ability to ask the right questions and explore the customer’s needs
Qualification
The ability to qualify leads and opportunities early in the process
Efficiency issues
The ability to identify and resolve issues in the sales process.
Planning
The ability to plan and organise sales activities
Would you like to see what a Sales Competence Assessment looks like?
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