Sales Skills Assessment For Sales Team (Training, Basic Selling Skills)

Sales Skills Assessment – The Value of Measuring to Improve

Sales Skills Assessment: We know that evolving with changing market systems and trends is vital for your sales team’s success and we also know that failing to keep up could have negative impacts on sales performance graphs. However it is quite another matter to comprehend exactly what it is that needs alteration; which sales skill sets need changing to ensure success. This is where accurate assessment processes come into play. Sales skills assessments have several valuable impacts and also help identify areas that need improvements and alterations.

What are the critical sales skills you seek in your sales team?

Firstly you want to isolate the sales skills that you want to inculcate in your sales team; the critical skills that will generate the results you are looking for:

  1. Understanding the buy-seller relationship to improve performance.
  2. Proper planning of sales calls to reduce failure rate and generate genuine leads.
  3. Knowing which questions to ask and answering questions so skillfully to resolve problems and increase sales.
  4. Effective sales presentation skills coupled with the ability to offer cogent and targeted solutions for customer needs.
  5. Gaining commitment from a potential customer; making the successful transition from a ‘perhaps’ to a ‘definitely’.

Does your sales team have the skill set needed to generate sales?

Once you have identified the areas that need particular attention, you then want to accurately evaluate your sales team’s existing skills. In the end you want to know whether the sales generated by your team are a result of the training that they receive and whether the budgetary expenditure on those training processes is even worth the outlay.

To this end, you have to quantify your return on investment with regard to sales training expenditures. Establishing a base line is good first step: identify how much your organization is currently spending on training (whether in-house or outsourced), then gather revenue data to identify sales patterns, revenue numbers and the sales persons who are generating /delivering the most sales.

Next you want to assess current skill/ knowledge level. You can achieve this objective with the help of:

  1. Pre-training assessments to know what areas the training should focus on.
  2. Post-training assessments to identify gains made and skills obtained.
  3. Training content application to assess how effectively skills are applied.
  4. Training content retention to see how well and how long skills are retained.
  5. Sales revenue correlation to assess how cost-effective.

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