Using Assessments to Improve Your Sales Tools
Your sales team is a motivated group of enthusiastic and conscientious employees, who display excellent selling skills and the ability to put your customers first.
The problem is your sales results and customer satisfaction levels paint a different picture.
What’s wrong? How can you address a problem that you can’t identify? You can’t.
Here at Clarity International we create an array of sales tools tailored to our clients’ specific needs. Thanks to a number of selling skills assessment tools, we can help them identify both the strengths and weaknesses of their sales department to make sure the right training is delivered to the right people.
In the world of sales, it’s essential to remain one step ahead of your competitors.
Providing your employees with the highest levels of training and tools will make them not only more efficient, but also more effective. But you can only do that once you fully understand what makes your employees tick.
The best way to achieve this is by borrowing a technique from your HR department. When taking on new people, it’s commonplace for them to undergo an assessment to see what skills they are bringing with them. Surely it makes sense to do the same thing when it comes to delivering sales training?
Assessing Your Learners’ Needs
Enhancing your sales tools and training through assessments will make them more relevant. You will gain a better understanding of the training needs of your staff and help them identify their own strengths and weaknesses.
Let’s look at that in more detail.
Identifying Skills Gaps
One of the main objectives of an assessment is to identify the competencies of the employee. Understanding their level of selling tactics and skills will provide you with a wealth of knowledge that can be used to create effective sales tools.
By identifying areas of weakness, you can ensure the relevant content is produced to plug that gap by providing focused training and assistance.
Boosting Personal Development
The only way your employees will get the most from their sales tools and training is if they understand their own abilities.
As with the earlier example, we explained how assessments could help the employers’ awareness of the abilities and needs of their staff, they can also be used to help the employees reach them same level of awareness.
This effectively helps them by putting their destiny in their hands — empowering them to structure their self-development in a way to help improve their skills.
How They Want To Learn
No two people learn in the same way.
Some prefer visual information, others in-depth analysis, while others like short sharp bullet points.
Assessment tools will help you identify learning styles and tailor your sales tools accordingly to get the most out of them.
Assessments will highlight your employees’ own preferences and traits. This will give them a greater insight into how they can tailor their approaches when dealing with other people — colleagues and customers.
As a result their approach to sales will be more dynamic, building stronger relationships within their sales team and with customers.
Assessments Will Improve Your Sales Tools
Assessments will help you make sense of the discrepancies between what your sales results are showing you and what you’re seeing from your sales team.
By adopting assessments as part of your sales strategy, you will greatly enhance the effectiveness of your sales team.
For more information about how powerful sales tools can boost your bottom line, check out some of the work we’ve done with Huawei, Toshiba and BT in our case studies.