 |
Solution Sets for Sales Effectiveness
Optimal results can be achieved using a comprehensive approach that includes initial assessments, possible training programs or configurable training modules and post-training measurements.
Below is a sample Solution Set that outlines the process. For more information on how we can assist you on developing the appropriate Solution Set for your team, click here to contact your Dale Carnegie Consultant.
Initial Assessment
- Dale Carnegie Sales Advantage Insights 360 - The Dale Carnegie Sales AdvantageŽ Insights process allows course participants to benefit from the input of their supervisor and up to eight team members. Participants receive a final report comparing their own scores against those of their supervisors and team members, presenting them with an opportunity to objectively pinpoint their strengths and weaknesses in the Five Drivers of the Dale Carnegie Sales Advantage: Attitude Control, Selling Skills, Communication Skills, Organizational Skills, and People Skills. - [click here to download a sample report]
- Profiles Sales Indicator - The Profile Sales Indicator can be used to assess top performing sales people and create benchmark patterns. Once the benchmark pattern is created, organizations can assess middle and bottom performers and identify specific coaching and training needs. The Profiles Sales Indicator measures Competitiveness, Persistence, Self-Reliance, Energy and Sales Drive. It will also predict performance in critical sales behavior, such as Prospecting, Closing Sales, Call Reluctance, Self-Starting, Teamwork, Building & Maintaining Relationships and Compensation Preference. - [click here to download a sample report]
Development Opportunities
Complete Training Programs:
Configurable Training Modules:
Self-Directed Learning:
- Read relevant sales books - (review a recommended book list)
- Read trade journals relevant to customers business
- Increase time in sales and service conversations with customers
- Review organization goals with manager
- Review career goals with manager
- Observe a high performer in department
- Participate in job-specific reinforcement training
Measure Results
- Post development assessment
- Job related project completion
- Measure completion of job requirements
- Measure impact of production on organization goals
|
|
