Sales Skills (SSI)
The Sales Skills Index (SSI) presents questions that portray “real life” sales situations. Each situation has four alternative ways to be handled. Respondents are given the opportunity to rank the four alternatives from “best” to “worst.” By comparing their response with those of proven top sales professionals, a report is generated showing strengths, weaknesses and how well they understood sales strategy in seven categories. The Sales Skills Index Assessment covers these following seven different steps in the sales process: Prospecting, First Impressions, Qualifying, Demonstration, Influence, Close and General.
How can the Sales Skills Index Assessment help you?
By helping to ensure that your sales personnel will handle each sales opportunity correctly! And it is especially designed for outside sales people. It is important for you to know if they can they sell? Do they understand the sales process? Are they treating each sales situation the way top salespeople do? Are they handling each sales opportunity correctly.
Your coaching and managing programs can be tailored to the individual needs of each salesperson after your sales force has completed The Sales Skills Index Assessment training. It can be used for both pre- and post- measurement, complementing all other sales training curricula.
Using the SSI for pre-hire testing can be beneficial in two ways. First, if you are looking for an experienced sales representative to hit the ground running, the SSI, when combined with the AQ and DISC surveys, will give you an excellent overview of the applicant’s capabilities, personality and judgment. Second, it gives you a blueprint for establishing training programs that will greatly enhance their capabilities. Too often we don’t really know for sure if the training we provide is necessary or not. Training directed to a person’s strengths can be a waste of time and money. Wouldn’t you like to know if your training is targeted to the places your people need the most help?
You can use Sales Skills Index Assessment to:
- Simplify sales training
- Allow managing and coaching to be focused on areas that produce results
- Build confidence
- Identify sales strategy knowledge areas that are needed to sell specific products and services in a given market
- Identify a new sales applicant’s strengths, weaknesses, opportunities and threats
- Identify the specific training or management needs of individual salespeople