Diagnostic Evaluations

Are your salespeople reluctant to prospect for new clients?  Do they have a hard time qualifying prospects and closing business?  A sound sales training regimen could be the answer. But how do you know who to train and what training they need the most?

Fortunately, there are evaluation tools available to help you with these questions.  Our approach to evaluating salespeople has proven to be more effective than the traditional psychological, personality, behavioral and aptitude tests that are readily available.  While those tests provide accurate insights into psychological make-up, personality traits, behavioral styles and knowledge, they all fail to diagnose and identify sales-specific problems and challenges.

Our sales-based evaluation tools reveal with documented accuracy who will sell, and why; who will grow and by how much.

Our specific evaluation tools include profiles for:

• Sales Professionals
• Non-Sales Professionals in business development roles
• Sales Managers

In conjunction with the individual evaluations, we can provide a Management Overview which highlights the degree to which the collective participants' responses compare with the critical elements for success in selling and the scores of a more general population, as well as the growth potential your company might expect from an investment in training,
 

New Hire Screenings

We can also provide you with screening tools to help you identify which candidates for sales positions will likely do best in your environment and help you grow the business.  The screening results will give you a hiring recommendation as well as specific questions to ask during the interview with the candidate.

Behavioral Style Assessments

A third diagnostic tool we offer, the Personal Insights Profile, is an assesment of the individual's behavioral style.  This tool is useful for the individual to better understand their own behavioral style as well as how to more effectively interact with the varying styles of others.  It also provides managers with better insight as to how to more effectively manage the individual.