Sales Workforce Assessment tools, how can they help?

Having your sales workforce taking an assessment which can provide a clear snapshot of the individuals’ “Sales DNA”, is a trend that helps companies to explain why sometimes is challenging to achieve the sales targets and keep the funnel full…

Documented research demonstrates that many times it is not about skills or competencies of the individuals in the inside sales or field sales environment, but more about a miss-match between the individual and the role he is assigned to, therefore a sales management issue.

I’ll start describing some of the areas where sales assessments can help you with, and I will quote Dave Kurlan, CEO of the OMG Group, a specialist and successful author in this area:

Delayed Closings:

The global economy began its decline toward the end of 2007. After signs that the economy has begun to rebound, many companies have continued to experience delays in opportunities that were forecast to close. The obvious reasons are both typical and superficial:

• Not enough money available
• They put it on the back burner
• They scheduled it for next fiscal year
• They haven’t decided yet
• They put it out to bid

Other issues have become more important
The reality is that weaker salespeople don’t understand these put-offs, and great salespeople not only overcome them, but rarely experience them.

Sales Workforce Assessments can help you identify whether any of your salespeople can become masterful enough to overcome put-offs like these and others.

Any feedback, point of view or questions will be highly appreciated.

Julio Salgado