Professional Selling SkillMap ^TM

Assessment and Development Guide

• Executive Sales Leaders use this assessment to analyze their entire sales organization using the aggregate group reporting capability.

• Sales Managers use this assessment to analyze their sales team and determine the focus of both group training and individual coaching.

• Salespeople love* this assessment because it identifies their strengths as well as development needs, and gives immediately actionable feedback.

*When love is defined as hating this assessment less than they hate other assessments.

The feedback report that each respondent receives  includes a customized "skill graph" indicating key selling strengths, and highlighting important development opportunities in 20 skill categories.

There are many reasons why this selling skills assessment is unique, including the quality of the training resources which are directly linked to the assessment results. The feedback report provides detailed development planning tools and resources for each of the 20 skill categories. It is designed to help every salesperson develop new skills and strategies to drive superior sales performance.

The goal is to help your "C" performers become "B" performers, and your "B" performers become "A" performers.

This assessment of consultative selling skills was developed specifically to be a coaching tool to help sales managers focus their performance improvement activities, and to help individual salespeople in their self-coaching efforts.

Upon completion of the assessment, a salesperson receives immediate feedback regarding strengths and skill development opportunities. Numerous training resources are available to begin training immediately, targeting the areas identified by the assessment.

For example, if an individual scored low in the areas of prospecting and asking strategic questions, these could be addressed immediately through e-learning courses, audio CD, individual coaching or onsite workshops - using the Facilitation and Coaching Guide.

E-LEARNING COURSES

Provide complete training in each of the 20 skill categories. Individuals can complete the entire program, but most instead focus only on the skill categories that were identified as development opportunities by the assessment.

FACILITATION & COACHING GUIDE
Provides a detailed guide for administering the skills assessment along with a fully scripted 1-hour workshop for each of the 20 selling skill categories. Handouts, overhead masters and PowerPoint presentations are also included for each workshop.

DvD VIDEO REINFORCEMENT
A DvD video is available for each of the 20 skill categories. These can be used for individual self-paced learning or group training sessions.

AUDIO REINFORCEMENT
An audio CD is available for each of the 20 selling skill categories. Every audio reinforcement program is designed to reinforce the new skills, habits and attitudes that are emphasized in the Facilitated workshops.