Sales Competency Assessment

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Assess Your Sales Competencies

You can use sales industry benchmarks or your own criteria…

Our sales competency assessment will enable you to benchmark your skills and behaviours against what excellence looks like in your role.

We’ve got several ready-made competency assessments that you can use for various roles. These have been mapped using the National Occupation Standards with input from the Institute of Sales Management.

If you’ve got your own sales competency framework or matrix, then we can load that up to our system and create a completely customised campaign for your sales teams.

We can measure exactly what you need through our 180-degree feedback system where the salesperson and their line manager complete the assessment. Your salespeople will receive a personalised report on the findings which can be used for training needs analysis, appraisals, and performance improvement.

We also offer a Sales Personality Test which instead of measuring competencies, measures mindset, attitude and motivators.

MTD Sales Insight Spider Diagram

Sample Reports

Sales Manager Sample Report

BDM Sample Report

Available Sales Competency Assessments

Account Manager

For Account Managers who need to manage a range of clients and to maximize the revenue streams from each account.

10 different criteria are benchmarked across 91 statements.

Criteria:

Planning & Preparation (14 statements)
Managing Existing Accounts (9 statements)
Sales Interactions – Needs & Wants (13 statements)
Sales Interactions – The Why (6 statements)
Sales Interactions – Presenting Solutions (18 statements)

Sales Skills Training & Coaching (11 statements)
Trusted Advisor (7 statements)
Additional Opportunities (6 statements)
Reviewing The Account (5 statements)
Self-Development (4 statements)

Fees: £35 per report

BDM with no Account Management

For Sales People who prospect, hunt out and develop new opportunities only.

7 different criteria are benchmarked across 78 statements.

Criteria:

Planning & Preparation (17 statements)
Prospecting (11 statements)
Sales Interactions – Needs & Wants (11 statements)
Sales Interactions – The Why (6 statements)

Sales Interactions – Presenting Solutions (18 statements)
Sales Interactions – Closing (11 statements)
Self Development (4 statements)

Fees: £35 per report

BDM with Account Management

For Sales People who prospect, hunt out, develop new opportunities and also farm their existing accounts as well.

10 different criteria are benchmarked across 96 statements.

Criteria:

Planning & Preparation (17 statements)
Prospecting (11 statements)
Sales Interactions – Needs & Wants (11 statements)
Sales Interactions – The Why (6 statements)
Sales Interactions – Presenting Solutions (18 statements)

Sales Interactions – Closing (11 statements)
Trusted Advisor (7 statements)
Additional Opportunities (6 statements)
Reviewing The Account (5 statements)
Self Development (4 statements)

Fees: £35 per report

Appointment Making

For Sales People who set up appointments over the telephone for themselves or for field sales people.

10 different criteria are benchmarked across 65 statements.

Criteria:

Listening Skills (7 statements)
Sales Process & Measurements (8 statements)
Getting Through Gatekeepers (3 statements)
Asking Questions (7 statements)
Building Rapport (5 statements)

Time Management (8 statements)
Presentation Skills (8 statements)
Use Of Technology (6 statements)
Handling Objections (7 statements)
Closing Skills (6 statements)

Fees: £35 per report

Telesales – Direct Selling

For Sales People who sell a product or a service there and then over the telephone.

10 different criteria are benchmarked across 79 statements.

Criteria:

Questioning & Listening Skills (14 statements)
Sales Process & Measurements (8 statements)
Getting Through Gatekeepers (3 statements)
Building Rapport (5 statements)
Time Management (8 statements)

Presentation Skills (8 statements)
Use Of Technology (6 statements)
Handling Objections (10 statements)
Closing Skills (9 statements)
Solidifying & Cementing The Sale (6 statements)

Fees: £35 per report

Telesales – Inbound Sales

For Sales People who receive incoming calls and are required to sell a product or service.

8 different criteria are benchmarked across 43 statements.

Criteria:

Listening Skills (6 statements)
Sales Process & Measurements (3 statements)
Asking Questions (4 statements)
Building Rapport (4 statements)

Presentation Skills (7 statements)
Handling Objections (6 statements)
Closing Skills (7 statements)
Solidifying & Cementing The Sale (6 statements)

Fees: £35 per report

Sales Director/Head Of Sales

For Sales Leaders who need to create sales strategy & planning, motivate their teams and drive performance.

9 different criteria are benchmarked across 95 statements.

Criteria:

Strategy/Planning (12 statements)
Recruitment (9 statements)
Motivating (11 statements)
Training & Coaching (10 statements)
Goal Setting (9 statements)

Leadership (18 statements)
Team Building (7 statements)
Sales Process (9 statements)
Performance Management (10 statements)

Fees: £35 per report

Sales Manager

For Sales Managers who need to motivate, coach and drive performance within their teams.

8 different criteria are benchmarked across 68 statements.

Criteria:

Recruitment (6 statements)
Motivating (9 statements)
Sales Skills Training & Sales Coaching (11 statements)
Goal Setting (7 statements)

Leadership (14 statements)
Team Building (7 statements)
Sales Process (9 statements)
Performance Management (5 statements)

Fees: £35 per report

How Does It Work?

After you have selected which assessment to use you will be sent a unique username and password to log on and to complete the assessment.

There is also the option for your own sales manager/leader/coach to complete the assessment and to provide feedback on your performance as well.

We recommend that you complete the assessment in one sitting but if you are interrupted you can always save it and come back to it later.

After the assessment is complete you will be emailed your feedback report along with a workbook that you can work through to help you interpret the results and to take action on the feedback given.

There is also a workbook for your manager/leader/coach as well to help support you with your Sales Training development needs.

Want to know more?

Please speak to one of our team or use
our online form to make an enquiry

MAKE AN ENQUIRY

0333 320 2883

Industry Standards

Each assessment is unique and the competencies and skills being assessed have been mapped using National Occupation Standards and input from the Institute of Sales Management (ISM).

The beauty of our assessments is that they are completely customisable so if there are any areas within the assessment that are not applicable then you can request them to be removed!

For example, not all Sales Managers are responsible for recruiting their sales teams so after ordering all you need to do is to tell us not to include that and we will!