Audits, Assessments & Tests

Sales skills assessments

Individual evaluation of knowledge and skills

Sales skills assessments allow you to understand strengths and development needs of an individual. Assessments cover all sales skills including from customers service, account management, new business to sales management and sales leadership.

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New Business Skills Assessment

This Assessment looks exclusively at the new business skills or hunter skills.

Sample Assessment - DEMO

Typical assessment questions to give an understanding of the assessment process and how relevant training modules are attached.

Value Based Solution Selling Skills

This assessment looks at the level of skills an individual has with regards to understanding the customers business and buying journey, uncovering needs, identifying and qualifying organisational pain, building a business case for change and quantifying return on investment, alleviating risks through effective project delivery management. Post assessment the individual will receive an overall score with comments for areas which need further development. A list of suitable courses will also appear in the individuals download area within their My Development Zone.

Telephone Based Selling

This assessment looks at the persons ability, skills and knowledge in the area of telephone sales. It covers cold calling for appointments, selling over the phone and servicing accounts over the phone. Ideal for sales, marketing and customer facing staff involved in delivering client activity over the phone.

Foundation Selling Skills

Foundation Selling Skills will assess your basic selling skills. It covers assessment of questioning techniques, rapport building, understanding buyer motivation, questioning and qualifying. This assessment is suitable for new sales starters, as well as for resetting / creating a culture around sales for all sales and customer facing staff

Sales Management - Knowledge

An assessment looking at the soft skills and knowledge required to be a successful Sales Manager. Covers knowledge of all of the elements of the recruitment process, induction, discipline, remuneration, sales meetings and trade exhibitions.

Customer Service Assessment

Customer service assessments looks at the key skills necessary to deliver best in class customer service. Including the ability to manage customer expectations, defuse difficult situations, deal with complaints and customer dissatisfaction, time management and work prioritisation. Ideal for sales, marketing and customer facing staff with responsibility for retaining and growing existing accounts.

Business Acumen Assessment

This assessment looks at the skills and knowledge needed to understand the customers business needs in depth and quantify the benefits your organization brings i.e. building a business case for change. Ideal for sales and marketing people who need the ability to understand the customers business needs in order build value based proposals.

Commercial Awareness Assessment

This commercial awareness assessment looks at the level of understanding with to regards to the financial impact of your customers activities on your business i.e. discounting, account retention profit vs. turnover. Suitable for Senior sales, marketing and product leaders involved in making decisions about sales and marketing strategy, pricing, sales resourcing.

Strategic Account Mgnt Assessment

This assessment looks at knowledge and experience with regards to strategic account management and building trusted adviser relationships. Ideal for senior sales, marketing and customer facing staff working within large strategic accounts.

Negotiation and Conflict Resolution

This assessment looks at the the level of skills associated with negotiation and conflict resolution covering win-win situations and positional techniques. It is ideal for senior staff involved in negotiation and delivery of large long term contracts.

Pipeline and Territory Management

This assessment is a must for all new and existing sales staff to ensure one cohesive language and understanding with regards to pipeline and territory management. Primarily this assessments covers:- Creating a Sales Pipeline Process, Implementing a CRM System, Designing the Sales Force, and effective Sales Prospecting

Sales Mentoring Assessment

This assessment looks at the level of knowledge and skill a person has in the area of sales mentoring, coaching and motivating sales people. Ideal for those sales people earmarked for sales leadership positions and those who are responsible for mentoring new sales staff.

Sales and Commercial Leadership

This assessment looks at the knowledge and skill a person has with regards to improving the efficiency and effectiveness' of the sales and marketing function. Ideal for senior sales, marketing and customer facing leaders. It looks specifically at analysis and planning techniques that can help in resource allocation and utlilization.

Sales Operations and Planning

This assessment looks at knowledge in the area of sales operations and planning i.e. territory planning, sales planning and forecasting. Ideal for senior sales, marketing and customer facing leaders involved in resource allocation and utilization.

Sales Management - Leadership

An assessment looking at the key areas of people management and the main determinant of what makes a good manager. Assessing leadership, motivation, training and people development, mentoring and coaching.

Sales Management - Operations

Assessing the understanding of the processes and operations in the sales function within the business. Looking at forecasting, financial knowledge, performance evaluation, KPI's, sales reporting, CRM and sales force automation.

Sales and Marketing Strategy

Developing and implementing a sales and marketing strategy for the business.
Looking at the priority and sweet spot markets, validating market position, launching new products and managing a product portfolio in the most business beneficial way.

New Product Launch

An assessment to ensure the most effective launch of new products - competitive positioning, pricing strategy, marketing programmes, validation and sales strategy.

a sample assessment

Showing you the different question and answer types, the response on fail facility and the related modules. Useful when setting up bespoke assessments

Module invitation

Invite your sales people to take individual modules without putting them through an assessment