Author
|
Jean-Benoit Parat
|
Key Function
|
Multi-rater approach to examining
the knowledge and competency of a
sales force – targeted sales
training to enhance sales performance. |
Principles |
13 key sales performance indicators:
- Knowledge of business/ industry
- Sales approach and procedures
- Interpersonal relationship
- Listening skills
- Initiation of contact
- Preparation
- Needs analysis
- Negotiation
- Closing the sale
- Productivity
|
Feature
|
Based on continuous research and
field testing w/ Xerox – evaluates
the entire sales cycle and the principal
performance factors used before, during
or after the sales cycle.
|
| Benefits |
|
| Report |
Quick, accurate, comprehensive evaluation
of sales performance
|
Benchmarking
|
Compares perceptions of a salesperson’s
performance w/ sales manager’s
and client(s) – optional
Detailed analysis of gaps in perceptions
|
| Application |
Continuous
Can be used before, during and after
a sales cycle.
|
| Case Studies |
|
Language Availability
|
Finnish, French, Estonian, Spanish, Lithuanian, Portuguese, Turkish, and German-Swish |
