Sales Effectiveness Profile

In an increasingly competitive world, an effective salesperson (regardless of what they are trying to sell) needs a variety of skills and competencies in order to be successful. Whether these include appreciating customer needs and expectations, problem solving, handling objections or complaints, communicating or simply being well-organised, your level of sales effectiveness can always be challenged.

To assist in targeting sales efforts, a cycle consisting of four categories has been determined. This includes prospecting, negotiating the sale, closing the sale and providing follow-up service.

Furthermore, research has demonstrated that there are seven areas that can be analysed to determine relative sales effectiveness. These are:

• Temperament/disposition
• Organisational skills
• Active listening skills
• Communication skills
• Drive and persistence skills
• Relationship nurturing ability
• Exceeding customer expectations skills

In total, 84 questions are scored on a five point scale ranging from ‘Almost Always’ to ‘Almost Never’. Aggregate scores for each of the seven categories are then plotted on a histogram. Interpretive notes are provided for each category, and a personal action plan is included so that individuals can begin working on areas identified for improvement.

This instrument measures an individual's competency and is scored on a Likert scale.