Methods of Removing Sales Skill Gaps

Methods Of Removing Sales Skill Gaps: After identifying the ways in which sales skills need to evolve and improve, effective sales skill assessments would be the next step. The logical progression from hereon would be to ensure the imparting of useful skills and removing of sales skill gaps. It is rather like solving a puzzle: once you have some key factors in place, everything else will fall into place! Closing those skill gaps is vital for driving change!

The Importance of Removing Sales Skill Gaps

The sales skill gap represents the difference between potential performance and actual performance. The gap may be the one that exists between targets set and achieved during a given time period and also represents the difference between common practice and best practice. Identifying and removing sales skill gaps helps streamline processes and reduce futile/ unproductive behaviors. This helps to accelerate sales success of individual sales team members and in maximizing overall sales potential of the entire team /organization. 

Possible Sales Skill Gaps

You or an independent assessment agency may identify some of these sales skill gaps:

    • Processes that may be time consuming, inefficient, ineffective or burdensome
    • People skills may be inadequate in terms of effective communication; responses and solutions to problems
    • Lack of comprehensive product knowledge and ability to offer effective solutions may be another skill shortfall identified
    • Strategies may be lacking in terms of focus and the results that they yield
    • Team structures may be ineffective and impotent for driving required sales results
    • Marketing strategies may be misdirected, ineffective or otherwise inadequate; unable to drive the outcomes envisaged
    • Difficulty closing a sale or getting a buyer to commit may be another sales skill gap identified
    • Sales prospecting may not be as targeted as required.



Removing Sales Skill Gaps

After identifying sales skill gaps, the next logical step obviously is to remove those and to retrain sales teams to follow a more effective and streamlined set of behaviors. There could be sales steps that are superfluous; delete them because they are eating into your time and resources. There could be steps that may be added or improved upon; tweak and enhance those.

Create scenarios wherein sales representatives practice and refine their skills; ensure usage of skills in actual sales situations. Also ensure constant practice by repeating and thereby honing existing or newly acquired skills. Create an environment where learning and evolving of skills is a continuous and ongoing process.

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