Sales Coaching - Sales Skills Profile" from Sales Readiness Group, Inc., provides a framework for evaluating a salesperson's proficiency and motivation across various sales skills. It includes a set of skills that are essential for effective sales performance, each accompanied by specific behaviors that exemplify proficiency in that skill.
Here is a summary of the key skills assessed in the profile:
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Prospecting: Involves meeting activity goals, consistently using a prospecting process, and managing resistance effectively.
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Building Relationships: Focuses on using rapport-building techniques, active listening, and smoothly transitioning from casual to business conversations.
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Call Planning: Requires understanding the buyer's business, identifying probable priorities, and setting specific objectives for each sales call.
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Developing Needs: Involves leading meetings with questions that uncover buyer problems, understanding broader business implications, and helping the buyer consider the benefits of solving the problem.
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Presenting Solutions: Centers on aligning the solution with the buyer's needs, using features, advantages, and benefits effectively, and differentiating the solution from competitors.
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Managing Feedback: Includes asking for and assessing buyer feedback, acknowledging objections, probing for root causes, and addressing objections effectively.
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Negotiating: Involves developing mutually advantageous outcomes, avoiding unnecessary discounting, and managing manipulative tactics.
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Closing: Focuses on asking for commitment, using appropriate commitment techniques, and setting and following through on post-sale actions.
For each skill, the salesperson's proficiency and motivation are rated on a scale of 1 to 5, where 1 is low and 5 is high. Additionally, specific behaviors related to each skill are highlighted as areas where further information might be beneficial.
