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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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(A Competency Survey Instrument)
Sales Competency Assessment™
Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act
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
2 Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act
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
Sales Competency Assessment Model
4 Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act
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.
5
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
Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act
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.
6 Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act
Selected Pages of Feedback Report
7
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
ORGANIZATIONAL SURVEYS & COACHING TOOLS
Org
an
iza
tio
na
l
Align
me
nt
Le
ad
ers
hip
Cu
sto
me
r E
xpe
rie
nce
Ma
na
ge
me
nt
Cu
sto
me
r Loya
lty
Co
mm
un
ica
tio
n
Tru
st
Bu
ild
ing
Infl
ue
ncin
g
Pe
rsu
ad
ing
Ma
na
ge
ria
l
Deve
lop
me
nt
Co
ach
ing T
oo
ls
Sa
les
Sa
les M
an
age
me
nt
Tea
ms
Org
an
iza
tio
na
l
Su
rveys
Customer Value Survey™ ●
Execution Metrics ● ● ●
Organizational Agility Survey™ ● ●
Organizational Alignment
Survey™ ●
Co
mp
ete
ncy
Su
rveys
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