Sales Competency Assessment (SCA)

This assessment tool is dedicated to companies oriented to B2C sales that want to identify competences necessary to be developed by salespersons in order to improve sales results.

Methodology:

  • Persona Global

Assessment outcome:

  • Precise identification of sales competences necessary to be improved
  • Recommended activities for improvement of specific competences
  • Clear picture about strengths and weaknesses of sales team
  • Clear picture about correlation between knowledge of salesperson with sales competences

Specifics:

SCA questionnaire represents strengths evaluation of salespersons within 7 phases of sales cycle and 6 factors that support sales.

Phases of sales cycle are:

  • Preparation
  • Initial contact
  • Needs analysis
  • Presentation
  • Remarks solving
  • Negotiation
  • Sales closing

Factors that support sales are defined as:

  • Active listening
  • Establishing trust
  • Personal organisation
  • Procedure following
  • Productivity
  • Product knowledge

With this tool salespersons evaluate their abilities, and, in the same time, are also being evaluated by their superiors and their clients. Questionnaire is directed to testing 2 key sales aspects:

  • Knowledge about sales cycle
  • Knowledge about product and supporting factors

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