The coach validated sales assessment programme developed by SalesSense and known as the 'Sales Exam' is based on the following aspects of sales competency.

Sixteen Aspects of Sales Competency

Answering common customer questions

There are six common questions that buyers have in mind when considering new purchases or suppliers. Sales people who have good answers increase credibility, reduce anxiety, and develop trust more easily.

Market and industry understanding

Sales people who have expert knowledge of the market and industry that they operate in, find it easier to build important contacts and recognise worthwhile opportunities. It helps them establish credibility, communicate value, and develop trust.

Customer and prospect understanding

Ability to persuade depends on understanding. Knowing how a customer’s business works helps sales people position the value they offer and acquire trusted advisor status.

Company understanding

Sales people who know their company's goals, objectives, strategy, needs, strengths, and weaknesses understand the capabilities and resources available to address the market.

Understanding and articulation of value

Complete understanding of the value provided by the products or services they represent is an important aspect of a sales persons knowledge and shouldn’t be taken for granted. Equally important is the ability to articulate it clearly.

Proactive telephone prospecting

If marketing activities don’t generate enough leads and enquiries, sales people must be able to find their own. Effective and efficient telephone prospecting can make all the difference when business is hard to come by.

Networking for new sales opportunities

Networking is an alternative means of finding new sales prospects. It depends on having a favourable relationship with a wide range of business contacts in the industry and related industries.

Opportunity qualification

Doing things right is a waste of time if sales people don’t first choose the right things to do. Qualification has a substantial impact on sales success.

Forecast accuracy

Apart from an accurate forecast being essential for good business management, is also helps sales people secure the right resources to win the business opportunities addressed.

Organisation and time management

Making good use of the time available is an important part of sales success.

Sales methods used

Using a system or method that has proved effective elsewhere provides a benchmark for measuring progress and a common language for communicating internally. Frameworks and check lists help sales people avoid mistakes and develop better methods.

Interpersonal communication skills

Good communication skills are a foundation stone of sales success. Many aspects of sales competency depend on a sales person’s ability to discover information that isn’t publically available.

Objections, closing, and negotiation

TTraditional sales skills remain an important aspect of sales competence. Sales people need to have an effective way to turn around sales objections. There is much more to closing a sale than asking for the order. While formal negotiation often takes place at the end of a sales campaign, negotiation skills are valuable throughout the process.

Self-development

In a competitive market, organisations must continuously increase sales productivity. Sales people must keep getting better. Otherwise their company will inevitable be overtaken by competitors.

Attitude towards the job in hand

Attitude dictates thinking and thinking dictates speech and actions. There are attitudes that help sales people succeed and there are those that hinder. While attitude itself cannot be a competency, having attitudes compatible with success, can be considered an aspect of sales competence.

Motivation to do the job in hand

Motivation has a major impact on the decisions sales people take and the actions that follow. Consequently, a sales persons intrinsic motivators, have a bearing on success which differs according to the sales role being fulfilled.

To find out more, please use the contact form here or telephone +44 (0)118 933 1357. We will be pleased to speak and discuss your needs. Alternatively, send an email to info@salessense.co.uk for a prompt reply