Most people know the measure of a salesperson’s success is their ability to make new sales. However, how can a sales manager or organization predict a sales professional’s current skill level?
Likewise, how can sales professionals see through the opaque lens of self-bias and identify their own areas of improvement while finding the practical solutions for correcting them?
Like any profession, selling has a body of knowledge related to successful execution. There are a multitude of skills, behaviors, knowledge and attitudes involved in any successful sales career. To know how to improve your own sales performance requires that you look at all of them from time to time.
The Sales IQ Plus assessment offers such an objective analysis and essentially answers the question, “Can this person sell?”
Developed jointly by best-selling authors Jeffrey Gitomer (The Sales Bible), Jim Cathcart (Relationship Selling) and Dr. Tony Alessandra (The Platinum Rule for DISC Sales Mastery), the Sales IQ Plus measures a sales professional’s understanding of the strategies required to sell successfully in any sales environment.
Each Sales IQ Plus assessment takes approximately 30 minutes to complete and consists of 48 questions (randomized from a pool of 160) that guide you in assessing each of the eight primary sales competencies, along with some vital selling traits.
A “sales competency” is a specific sales proficiency category that contains a number of different skill and knowledge components. All eight competencies combine to provide an overview of your current selling effectiveness.
The eight primary sales competencies explored & evaluated are:
- Preparing for the sale and preparing yourself. You can be well prepared with information and sales tools but if you are not in the appropriate frame of mind, or if you do not appear professional to the buyer, you might not get the sale.
- Targeting explores the markets or groups you may target as prospective buyers. Then we focus on the individuals with whom you will make contact. This includes the sales strategies and tactics you select for each target market. Poor targeting with great selling skills would result in limited success because you would be selling to the wrong people.
- Connecting is the initial sales contact step where you must appeal to people intellectually so that they see you as a credible resource and emotionally so that they trust you as a person. Without either, you are inhibited from learning enough about them to solve their problems and make a sale.
- Assessing needs and wants uncovers what to sell and how to sell it primarily through probing and listening. As they say, “In sales as in medicine, prescription before diagnosis is malpractice.”
- Solving the buyer’s problem, or filling their need, is where most of the sales attention has been placed in the past. This is the part where you present your solutions, tell your stories, demonstrate your product or describe the outcomes that buying will produce. At its lowest level, this is a sales pitch. At its highest level, this is a dialogue where you prove there is great value to them in buying from you.
- Confirming is the sales phase where you gain the prospect’s commitment to buy. Confirming is achieved only once you have shown the ability to solve the prospect’s problem. Historically, this has been known as “closing” the sale, but the truth is that it is not an end, but the beginning. It is at this point that the sales professional begins serving the customer and they, in turn, begin paying for the value they receive.
- Assuring clients that the value promised will be received is critical to customer retention. This is where relationships are built and customer loyalty is to be given (by you) more than expected (from them).
- Managing is the final phase of the sales cycle where you manage sales and accounts and self manage yourself. Ultimately, we are all our own ‘sales manager’. This is the phase of selling where you must get yourself to do what needs to be done even when you do not feel like doing it.
By assessing your sales effectiveness in each of the eight areas, you will gain an overview that allows you to be a much more effective self manager and consistently successful sales professional.
Note: Each situation was developed and validated by sales professionals to reflect real sales strategies used by
today’s sales force.
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How often should the Sales IQ Plus assessment be taken?
We recommend administering the Sales IQ Plus assessment three times each year. As you master one area of selling, another area may need your attention. Nobody can attend to all areas, all of the time, so occasional check-ups will make a big difference in keeping you in a constant state of self and sales improvement.
How can an upper-level sales leader or executive use Sales IQ Plus?
- Sales IQ Plus enables you to be surgical in your coaching, rather than general. You will be able to determine your organization’s overall sales effectiveness and identify the training that is most needed once each of your sales people completes the assessment.
- As a Supervisor or Sales Manager, you can use Sales IQ Plus as an individual focused coaching tool that supports your personal observations alongside a candidate’s Sales IQ Developmental Chart.
How can a new or veteran sales professional independently benefit from the Sales IQ Plus?
Learn more about your effectiveness in all aspects of selling and you will have a clear idea of which skills to refine first. Selling is a skill and self assessments like the Sales IQ Plus, will provide you the objective means for honing your craft.
The Sales IQ Plus report provides actionable feedback on the individual’s strengths and weaknesses. From this, you will be able to accurately and more easily:
- Develop a plan to overcome the individual’s struggles
- Develop a plan to accentuate the individual’s strengths within a sales force
- Focus on areas that produce results
- Identify the sales strategies that are needed to sell a specific product or service in any given market
- Identify new job applicant’s strengths and weaknesses prior to selection
- Identify specific training or management needs of a salesperson or sales force
- Build the confidence & success that leads to role satisfaction & retention
The Sales IQ Plus assessment is an objective analysis designed as a starting point— a kind of personalized map for your sales knowledge at this moment in time. It tells you WHERE you are, WHY you are there and HOW to improve by offering specific insights and recommendations based on your individual results.
Sales IQ Sample Report
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