Sales Assessment and Development Program

Current research continues to support the old adage that 80% of all products are sold by 20% of salespeople. More in-depth analysis suggests that about 50% of all sales representatives should not be in sales at all, but are more suited to sales support, marketing or other kinds of positions. They lack the behavior characteristics required to effectively perform the duties that sales jobs demand.

Another 25% would make good sales representatives, but are not selling the appropriate products consistent with their behavioral strengths. These studies conclude that roughly 25% of those working in sales have a good match with the work they are doing. Thus the 80/20 rule is only valid because people lacking the right competence get hired and others are not matched with the right situations.

It is a given that everyone wants increased sales. Yet almost everyone is finding this goal difficult to achieve. Unless your product is the only one of its kind, you are constantly searching for an edge, something to make your sales effort stand apart from the competition.

The most significant facet of the total sales effort that sales management can control is the salespeople that they hire and how they develop them. It follows that the better programs you use to do just that, the better your results will be. Yet traditional sales assessment and training tools seem to historically produce the same average results. This is also true of their newer and more improved versions.

What is needed is an assessment vehicle that can methodically and rationally identify the sales practices and behaviors that are right for your environment, products and corporate strategy. It must then be able to be used as an effective new hire screening tool and identify and help improve the specific development needs of each one of your salespeople.

Our Sales Development & Assessment Program enables you to do precisely that in a consistent and seamless fashion with a common language and structure! Your entire sales organization gains precise clarity and consensus about what are the right sales behaviors for your environment and determines where best to spend your development time and money. The rapid and measurable results will be that a far greater percentage of your sales force will be effective producers because they will be the right fit for what is needed in your world.