Sales Competency Assessment

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.

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.

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.

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.

The ability to listen to the customer’s needs and cues

Drive and determination to take the initiative and deliver results

The ability to keep reporting and follow-up up to date

Awareness of competitors and one’s own competitive advantage

The ability to manage and steer the sales process towards a successful conclusion

The ability to analyse situations and make well-considered decisions

The ability to cope with adversity and learn from mistakes

The ability to remain professional and objective under pressure

The ability to stay focused on goals and results

The ability to address and deal with customer objections effectively

The ability to discuss price, value and finances openly with the customer

The ability to accept demands and constraints without losing momentum

The ability to present solutions clearly and persuasively

The ability to follow and improve a structured sales process

The ability to ask the right questions and explore the customer’s needs

The ability to qualify leads and opportunities early in the process

The ability to identify and resolve issues in the sales process.

The ability to plan and organise sales activities