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How it works
Participants review a series of statements and decide
if they agree or disagree on a four-point scale. For example, "My sales
forecast is usually within 20% of the results I achieve". The standard
feedback report
provides the results, a test average score for each aspect, an
explanation of the reasons for the question, a description of a top
answer, development recommendations, and an implementation guide.
This alone reveals many opportunities
for improvement and provides simple, straightforward instructions that
participants can begin using immediately.
In the optional 'Personal Review'
interview lasting up to ninety minutes, an accredited coach asks a series of
validation questions. The interview is recorded so that the coach can
use our unique response rating system to score the answers. The system
ensures that scoring is objective, unbiased, and fair.
The assigned coach personally prepares
a customised 'feedback report' including expert recommendations. The
Personal Review verifies the results and provides a reliable empirical
measurement of sales competency.
What is to stop people
scoring themselves falsely?
Nothing at all.
In
fact, doing so makes the exam more effective when an
accredited coach conducts a
personal
review of the results. The coach asks a series of validation questions
and rates the responses using the recording of the interview and our
unique evaluation system. The system eliminates human error and subjectivity.
The feedback report from the coach
highlights differences between self-assessment scores and the personal
review scores. Participants get a copy of the recording so they can
judge for themselves how they answered the questions. The Sales Exam
reveals and quantifies professional sales competence. The validation
questions and the system banish uncertainties, deception, and misunderstanding.
What are the benefits?
1. As a sales person or manager, you find out precisely what your
current sales capabilities are and what you can do to improve them.
2. The feedback report contains recommendations that do not require the services of a
coach or trainer so you can begin making improvements as soon as you have time or
resources.
3. As soon as you begin implementing the recommendations, sales
productivity begins to increase. When you read the recommendations you
will know if they will help. We guarantee they will.
4. You acquire another means of measuring your sales effectiveness.
Sales results are the ultimate measurement however, they don't tell you
how to improve. The Sales Exam does.
5. You can demonstrate initiative, either as an individual or as a
manager. Using the sales exam shows that you understand the complexity
of the job and know how to improve skills, habits, and methods, not to
mention attitude and motivation.
6. You can fulfil the demands of appraisals. As a sales person, the
Sales Exam provides a template for development discussions and career
advancement initiatives. For managers, it provides a sales specific
competency framework and
a unique
evaluation system that eliminates human subjectivity.
7. You can use the Sales Exam to
eliminate hiring mistakes. Having short list candidates take the exam
before interviewing them, ensures that you have all of the information
you need to make an informed decision regarding sales competency.
8. You can appoint your own Accredited
Coaches to carry out Sales Exam validation. Then the only fee is for the
online support services. Two years B2B sales experience together with good rapport building
and writing skills
are the qualifications. It takes about seven hours to complete the course. As a Sales
Exam Coach, you will be authorised to conduct Sales Exam Personal Reviews
yourself. The system ensures that you remain objective and fulfil all of
the requirements.
What are the
applications?
Professional Sales Competence
Who is responsible for your sales competence? Most people answer, "I
am". The Sales Exam answers the supplementary questions, "How do you
know if you are professionally competent?" and, "What can be done to
attain, develop, or maintain competence?" The test average score
provides a benchmark. For an individual, team, or organisation, the
Sales Exam provides an empirical measurement of professional sales
competence.
Guidance for Individual Development
The assessment identifies and quantifies opportunities for individual
development. The feedback report provides a sound base for individuals
and their managers to discuss and prioritise a development plan that
will lead to increased sales competence, rising sales performance, and
personal growth. Development recommendations in the feedback reports
focus on self-led learning rather than externally driven intervention
such as training or coaching. The feed back report provides individuals
and their manager with an opportunity to steer development based on
empirical evidence instead of perception and opinion.
Team Development
Customers who have SalesSense carry out a Personal Review for five or
more sales people receive a team level report. In addition to a
full explanation of the process and questions used in both parts of the
Sales Exam, this document includes tabulated results, team performance
by aspect of sales competency, and the test average scores for
a comparable group. The SalesSense Coach who carried out the Personal
Reviews also provides written team level feedback under the headings
'Conclusions', 'Recommendations', 'Expected Outcomes', and 'Summary'.
The feedback, suggestions, and recommendations help organisation's use the
data to solve problems, improve sales productivity, and increase sales
performance.
Training Needs Analysis
As a means to determine training priorities, the sales assessment
eliminates the guesswork and provides managers with a quantitative and
qualitative assessment that reveals strengths and weaknesses at team and
individual levels.
Recruitment and Selection
The assessment provides an ideal means for improving hiring consistency
and reducing hiring mistakes. Having candidates take the online part of
the sales exam generates a feedback report that an Accredited Coach can
use to guide a subsequent interview. This generates a competency based
score for fourteen of the sixteen aspects and specific feedback about
attitude and motivation, providing empirical data to support selection
of the right candidate.
Since Accreditation is straightforward and inexpensive to obtain,
sponsors can have their own people accredited to conduct the Personal
Review interview, so the only fee for completing a rigorous assessment
of candidates for sales positions is the modest amount asked for the
online assessment.
Getting the Right Job
Taking the Sales Exam and completing a Personal Review with an
Accredited Coach, provides sales people with an independently validated
score for competence attainment in each of the sixteen aspects of sales
competency examined. The feedback report provides
individuals with documented evidence of their commitment to sales
professionalism. As a discussion document or guide, it provides a
comprehensive platform for answering the question, "What will you do if
you get this job". Sales people can use the report to help them present
a compelling picture of their strengths, skills, and abilities. It
helps them explain exactly what they are good at so that interviewers
are left in no doubt of the candidate's competence. Sales people
who put themselves through the sales exam have the edge on
those who don't.
Follow this link for details on the sixteen aspects of sales
competency.
Follow this link to learn more about accreditation as a Sales
Exam Coach.
Follow this link to learn more
about using the Sales Exam in your organisation.
Follow this link to learn how you can use the sales exam as
an individual
If you would like to speak with a Sales Coach
or ask specific questions, please telephone SalesSense on +44 (0)118 933
1357 or send email to
salescoach@salessense.co.uk.
Overview
Competency Aspects
Coach Accreditation
Management Options
Individual Options |
