Sales and Marketing
Research indicates that the vast majority of people say that they do NOT enjoy selling of any kind. However, we also know that most jobs involve selling in one form or another, if only indirectly in terms of selling yourself, perhaps as a process expert, spokesperson, company representative, or consultant, who is engaged regularly in “selling” your ideas or at least trying to influence people as much as possible. In actual fact, sales effectiveness is a competency that can be learned and mastered, despite any preconceived notions an individual may have about what sales involves. You may not want to be master sales professional per se, but learning more about how to improve your own sales skills can only enhance your overall effectiveness in whatever role you occupy or wish to undertake in the future.
In an increasingly competitive world, an effective person trying to influence or sell to others (no matter what they may be trying to sell) needs a wide variety of skills and competencies in order to be successful. Although the entire list of competencies a potentially long one, the critical skills needed are needed most in the four major phrases of the sales cycle – these are: prospecting, negotiating the sale, closing the sale and providing follow up service.
The “Sales Effectiveness assessment” (see link below) helps to measure an individual’s effectiveness in seven key areas which also shows at which phase these skills are most useful (in brackets):
- Temperament/Disposition (prospecting)
- Organizational Skills (prospecting)
- Active Listening Skills (negotiating the sale)
- Communication Skills (negotiating the sale)
- Relationship Nurturing Ability (negotiating the sale)
- Drive and Persistence Skills (closing the sale)
- Exceeding Customer Expectations Skills (providing follow up service)
This online and paper-based sales assessment gives individuals the opportunity to not only carry out a self-assessment (which provides scores and interpretive information in all seven of the above categories) but also allows participants to undertake the sales assessment as 180-degree feedback (including his or her boss) and even 360-degree feedback (adding in up to ten colleagues as well). Individuals end up with a personalized report of results which also then shows where efforts to improve or make small adjustments in approach may be focused in the future. The $20 spent on this assessment is therefore well-worth the investment.