The assessments are conducted at the candidate’s office. The entire process takes approx. 3 hours and is broken down as follows.
20 min connection time with facilitator to gain a brief understanding of the sales candidate.
15 min on the assessment process, objectives and outcomes. This is an enabler and not a test.
Candidate receives an email link for a 30-40 minute online assessment. A quiet place to focus is highly recommended.
30 minute review with the candidate working through the results of the assessment.
1 hour HR/Sales manager review of the candidates assessment.
These are the 5 core skills and 19 competencies that we assess. These are critical skills in the sales process.
Self management and professionalism
Problem solving
Exercising judgement and making decisions
Resilience and follow through
Spotting opportunities
Using probing questions
Communicating
Advising the customer
Matching customer needs to products & services
Awareness of competitors
Understanding the customer’s needs
Testing and challenging assumptions
Keeping abreast of new products and services
Influencing customer expectations
Negotiating
Objection handling
Paperwork management
Achieving goals, objectives and targets
Planning and managing activities
You manage your sales force to make more sales. Unless you manage their sales skills you cannot, truly, manage their performance. The process starts with measuring their skills today and ends with measuring how much they have improved. This is what we do.
Our data comes from the 55,000 candidates who have taken the assessment. Our databank is dynamic. It moves with global sales skills standards. So, if ‘good’ gets better, your executives must match that improvement in order to remain globally competitive.
All assessment data are stored anonymously, therefore only you will have access to your employees’ results.
Our servers are located behind a dedicated Cisco firewall, and are kept up to date with the latest security patches for CentOS Linux as they become available. Penetration tests are frequently run as part of a standard security procedure. Administration access to the server is limited to SSH trusted key authentication.
Ours is the only sales skills assessment platform that is academically generated and validated. It is built on UK Government National Occupational Standards (NOS) for Sales. The assessment content and format was designed by business academics and has been peer-reviewed. Our assessments are the only skills assessment accredited by The Institute of Sales Management, the leading international sales qualification body.
The assessment model took three years to validate, working with several major blue-chip organisations. The service was released only when we were fully satisfied that our reports precisely mirrored the skills of the hundreds of executives being assessed.
The core sales skills are the same across all sectors. Success in sales blends those skills with the relevant product or service information. Our assessment reports will correlate directly to your internal sales training material or to material generally used by external sales trainers.
Easy to use and holds all the data on your entire sales team and their various sales skills.
The moment you log in you will be updated on all live projects with ‘traffic light’ codes to alert you of necessary actions.
Our software is easy to use, even when managing large teams. All projects cascade below one another and have simple colour coding to alert you to any problem areas.
View candidate progress and dispatch reminders accordingly.
Assessments are taken online. Assess over 50 essential selling competencies in less than 30 minutes.
Each module contains of a series of statements that the candidate has 15 seconds to rate from strongly disagree to strongly agree.
Choose skills individually or purchase all 5 (Core Skills Set) for a substantial discount.
The SSA represents an international standard for selling skills. Your staff will be benchmarked against all previous candidates from over 40 different countries.
Each assessment statement is timed (to ensure results captured are a true and honest reflection of an individual’s skills level) and so it is therefore preferable to select languages your staff are most fluent in.
Our best selling product, Core Skills package, can be sat in 16 languages. However, assessing sales staff from around the world does not mean you need to be fluent in every chosen language. When booking SSA assessments you can decide which language each member of staff takes the assessment in, but then also which language you would like to read their report in. Pretty clever, huh?
You will have chosen an online assessment tool to speed things up, not generate a lengthy report that you then have to analyse or hire an external consultant to interpret!
A SSA report is largely graphical, allowing you to identify strengths and weaknesses at the flick of a page.
Sales Skills Audit can crunch data and analyse group sales performance in teams ranging from just two to several thousand.
SSA can compare regional offices, staff by line managers, sales executives by product lines, country by country.
The sky is the limit! Team reports are automatically generated with group orders of 2 or more executives – no extra cost to you but of massive importance come group comparison.
Managing large teams is easy. Add and remove candidates, if new sales executives join simply assign them to the existing group. br> Send assessment reminders to chase executives, manage projects from your desk, home office, or the beach! With SSA you are always in control.
There are 19 Sales Skills Audit e-learning modules to choose from. Each one maps directly over to the sub-competencies identified in an individual assessment report, allowing you to focus sales training in the precise areas most likely to yield an uplift in performance.
Your Staff Manager dashboard will automatically match candidate results to the appropriate courses.
Fixing sales skills gaps with Sales Skills Audit could not be more simple.
Once your candidates have taken their individual assessments your Booking Manager dashboard will identify the right e-learning modules for each individual member of your team.
Just click “proceed” to automatically assign e-learning modules to each executive according to their personal learning & development needs.
Alternatively, simply ‘bulk download’ reports for your in-house sales training team.
