Most sales force assessment tools focus on evaluating sales people’s psychological traits. But at Resultrek, we’ve seen that these traits are only one of several critical components that determine sales force success.

Perhaps the most critical overlooked dimension is the selling context: what is the sales task? Facilitating repurchase? Hunting for new opportunities within existing accounts? Prospecting? Consulting with prospects to create innovative processes and solutions? Most sales forces are called upon to perform more than one of these tasks. And so a critical first step in the sales force assessment process is to work with clients to create profiles of the sales jobs they want to have performed.

Here are the steps in the Resultrek assessment process:

Define the sales tasks and the ideal sales person profiles
Document the key elements of the sales strategies
Identify the sales processes and systems
Customize on-line surveys for sales people and sales managers
Communicate with sales people and sales managers to assure cooperation
Manage the administration of the on-line surveys
Analyze survey responses:

Conduct a pipeline analysis: evaluate the quality of the pipeline on 19 dimensions
Sales Person Assessment: identify strengths to build on and development opportunities to help sales people execute the client’s strategies more effectively.
Sales Manager Assessment: identify strengths to build on and development opportunities to help sales managers create a more effective sales force.

Meet with the sales management team to review findings and recommendations for ways to address overall sales force issues and to discuss how to use the assessment results in mentoring sessions with sales people.

Resultrek works closely with Dr. Wesley J. Johnston, Executive Director of the Center for Business and Industrial Marketing at Georgia State University, in conducting sales force assessments.

The balance of this document highlights the dimensions our assessments evaluate and kinds of findings our assessment projects produce.

For any questions or to set up an appointment, please Contact Us and we will be glad to help assist you.

Call 770.993.7343 or Email us at info@resultrek.com