Assess Selling
Skills and Track Progress
The
Selling Skills Assessment Tool (SSAT) is a
twenty-five question skills-assessment instrument designed
to evaluate sales professionals’ consultative and
customer-focused selling effectiveness. It primarily serves
as a diagnostic, benchmarking, and tracking tool that can
facilitate targeted training and coaching in five skills
areas:
1.
Open: Assesses the
extent to which the sales, or customer service, person
builds trust and navigates the initial conversation.
2.
Investigate: Explores the
degree to which the salesperson accurately evaluates the
sales situation and uncovers client needs.
3.
Present: Focuses on how
effectively the sales, or customer service, person ties the
company capabilities to the client needs.
4.
Confirm: Assesses how
well the representative is able to gain agreement and “win”
the business.
5.
Position: Considers the
effectiveness of representatives in positioning themselves
to build long-term customer relationships.
Participants respond to customized sales scenarios
administered through a secure, web-based application. For
each scenario, they are required to indicate which of three
feasible courses of action they would be most likely to
pursue. The assessment is not timed, but typically takes
20-25 minutes to complete.
The
SSAT provides an objective look at your people’s strengths,
their skills and specific areas that need improvement. It
gives a detailed picture, with accurate quantification of
the selling abilities across your organization—vital
information that lets you focus your sales training
initiative for maximum impact and revenue growth.
The statistical data you get from the SSAT can be tailored
to the way you manage your organization. In addition to
individual reports and an overall summary of your entire
sales team, you can evaluate the results by department,
region, area, district, title—or any other grouping you may
wish to choose.
Important
Note:
While the SSAT
has been shown to be highly accurate, it is neither
designed, nor validated to be a personnel selection
instrument.
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