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(A Competency Survey Instrument) Sales Competency Assessment™ Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

Sales Competency Assessment Marketing ppt

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If you are interested in knowing where to invest to improve the performance of your sales network and your customer review ...........you are interested to this report

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Page 1: Sales Competency Assessment Marketing ppt

(A Competency Survey Instrument)

Sales Competency Assessment™

Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

Page 2: Sales Competency Assessment Marketing ppt

Table of Content

Why Sales Competency Assessment?

Sales Competency Assessment Model.

SCA Process Overview: Part 1 Online Survey Questionnaire

SCA Process Overview: Part 2

Feedback Report

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Page 3: Sales Competency Assessment Marketing ppt

Why Sales Competency Assessment™?

Sales Competency Assessment™ (SCA) is a unique survey and

coaching tool specifically design for professional development of sales

professional across various industries. SCA focuses on the processes,

techniques and behaviors critical to successful sales performance, and

provides a powerful, practical, comprehensive and easy-to-administer

survey instrument that evaluates a salesperson’s core competencies at

every phase of the sales cycle.

SCA quantitatively measures the skills and competencies of sales

professionals in 13 key areas critical to their job performance, and

enables managers to focus on crucial factors that affect sales results so

as to improve or optimize the existing skills and competencies of their

sales team.

3 Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

Page 4: Sales Competency Assessment Marketing ppt

Sales Competency Assessment Model

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Page 5: Sales Competency Assessment Marketing ppt

SCA Process Overview: Part 1

The sales professional completes a Self-Assessment Survey, then he/she needs to

distribute Manager(s) Assessment and Customer(s) Assessment questionnaires to

the appropriate personnel through Persona’s online assessment center.

1 SELF-ASSESSMENT: 92 statements design to collect information about the

salesperson’s self-assessment.

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2 MANAGER(S) ASSESSMENT: 3 part survey. Part 1: 20 statements design to collect information

about what the salesperson tends to do in his/her

sales work.

Part 2: 40 statements design to collect information

about the extent to which the salesperson

practices the behavior described.

Part 3: 21 statements design to collect information

about the manager’s perception on the

salesperson.

3 CUSTOMER ASSESSMENT: 30 statements

design to collect information about the customer’s

perception on his/her salesperson. Persona’s online assessment center screenshot

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Page 6: Sales Competency Assessment Marketing ppt

SCA Process Overview: Part 2

Feedback Report

The SCA Feedback will provide:

Overall Results

Overall Analysis of Commercial Performance: Analysis of the

salesperson’s sales performance as perceived by the him/herself, the

manager(s) and the customer(s).

Overall Analysis of results of the sales knowledge test.

Analysis by Factor

An in-depth feedback analysis for each of the key factors related the

Sales Competency Assessment practices. (Preparation, Initiation of

Contact, Needs Analysis, Presentation of the Product/Service Line,

Handling Objections, Negotiation, Closing the Sale, Listening Skills,

Interpersonal Relationships, Sales Approach and Procedures,

Organization Productivity and Knowledge of the Business/Industry.

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Page 7: Sales Competency Assessment Marketing ppt

Selected Pages of Feedback Report

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A one page overall analysis of

commercial performance as

perceived by the salesperson,

manager(s) and customer(s)

A two page analysis for one of the key factors in the Sales Competency

Assessment’s practices: Knowledge of the Business/Industry.

Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

Page 8: Sales Competency Assessment Marketing ppt

ORGANIZATIONAL SURVEYS & COACHING TOOLS

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Customer Value Survey™ ●

Execution Metrics ● ● ●

Organizational Agility Survey™ ● ●

Organizational Alignment

Survey™ ●

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Su

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Management Action Profile™ ● ●

Performance Leadership ● ● ●

Sales Competency Assessment™ ● ●

Talent Management ●

767 Bridgeway Suite 2A • Sausalito, California •94965 • USA Ph: 011 415 331 3900 • Web: www.personaglobal.com

Email: [email protected]

Edition 2011 Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act