Role: Sales ManagerName: Sample SM CandidateDate: 26 June 2012
Sample SM Candidate 26 June 2012 Page 2 of 37©SalesAssessment.com Limited:: IntroductionThere are a number of elements inv...
Sample SM Candidate 26 June 2012 Page 3 of 37©SalesAssessment.com Limited:: Summary of Sample SM Candidate’s Skills1. Comm...
Sample SM Candidate 26 June 2012 Page 4 of 37©SalesAssessment.com LimitedIndicates that one or more of the candidates stat...
Sample SM Candidate 26 June 2012 Page 5 of 37©SalesAssessment.com Limited:: Detailed Skills Analysis1. Communicating and W...
Sample SM Candidate 26 June 2012 Page 6 of 37©SalesAssessment.com Limited1.2. Networking and liaisingSkills InvolvedThis e...
Sample SM Candidate 26 June 2012 Page 7 of 37©SalesAssessment.com Limited1.3. Influencing othersSkills InvolvedThis elemen...
Sample SM Candidate 26 June 2012 Page 8 of 37©SalesAssessment.com Limited1.5. Understanding informal decision makingSkills...
Sample SM Candidate 26 June 2012 Page 9 of 37©SalesAssessment.com Limited1.6. OpennessSkills InvolvedThis element is about...
Sample SM Candidate 26 June 2012 Page 10 of 37©SalesAssessment.com Limited2. Delivering and InnovatingOptimal RangeThese s...
Sample SM Candidate 26 June 2012 Page 11 of 37©SalesAssessment.com Limited2.2. Problem solvingSkills InvolvedThis element ...
Sample SM Candidate 26 June 2012 Page 12 of 37©SalesAssessment.com Limited2.3. Exercising judgement and making decisionsSk...
Sample SM Candidate 26 June 2012 Page 13 of 37©SalesAssessment.com Limited2.5. Resilience and follow-throughSkills Involve...
Sample SM Candidate 26 June 2012 Page 14 of 37©SalesAssessment.com Limited2.7. Achieving goals, objectives and targetsSkil...
Sample SM Candidate 26 June 2012 Page 15 of 37©SalesAssessment.com Limited3. Understanding and Managing in BusinessOptimal...
Sample SM Candidate 26 June 2012 Page 16 of 37©SalesAssessment.com Limited3.2. Working to commercial imperativesSkills Inv...
Sample SM Candidate 26 June 2012 Page 17 of 37©SalesAssessment.com Limited3.4. Understanding your company’s marketSkills I...
Sample SM Candidate 26 June 2012 Page 18 of 37©SalesAssessment.com Limited3.5. Interpreting and using commercial informati...
Sample SM Candidate 26 June 2012 Page 19 of 37©SalesAssessment.com Limited4. Benefits RealizationOptimal RangeThis covers ...
Sample SM Candidate 26 June 2012 Page 20 of 37©SalesAssessment.com Limited4.2. Working creativelySkills InvolvedThis eleme...
Sample SM Candidate 26 June 2012 Page 21 of 37©SalesAssessment.com Limited4.4. Creating a vision and getting buy-in from t...
Sample SM Candidate 26 June 2012 Page 22 of 37©SalesAssessment.com Limited5. Organization and People ChangeOptimal RangeTh...
Sample SM Candidate 26 June 2012 Page 23 of 37©SalesAssessment.com Limited5.3. Managing cultural changeSkills InvolvedThis...
Sample SM Candidate 26 June 2012 Page 24 of 37©SalesAssessment.com Limited5.4. Coaching peopleSkills InvolvedThis element ...
Sample SM Candidate 26 June 2012 Page 25 of 37©SalesAssessment.com Limited5.5. Identifying development needsSkills Involve...
Sample SM Candidate 26 June 2012 Page 26 of 37©SalesAssessment.com Limited5.7. Motivation and RetentionSkills InvolvedThis...
Sample SM Candidate 26 June 2012 Page 27 of 37©SalesAssessment.com Limited6. Business Planning and StrategyOptimal RangeTh...
Sample SM Candidate 26 June 2012 Page 28 of 37©SalesAssessment.com Limited6.2. Resource planningSkills InvolvedThis is abo...
Sample SM Candidate 26 June 2012 Page 29 of 37©SalesAssessment.com Limited6.3. Budget ManagementSkills InvolvedThis elemen...
Sample SM Candidate 26 June 2012 Page 30 of 37©SalesAssessment.com Limited6.4. Developing and packaging business casesSkil...
Sample SM Candidate 26 June 2012 Page 31 of 37©SalesAssessment.com Limited6.5. Developing the commercial dealSkills Involv...
Sample SM Candidate 26 June 2012 Page 32 of 37©SalesAssessment.com Limited6.7. Testing and challenging assumptionsSkills I...
Sample SM Candidate 26 June 2012 Page 33 of 37©SalesAssessment.com Limited7. Managing the Customer Engagement ProcessOptim...
Sample SM Candidate 26 June 2012 Page 34 of 37©SalesAssessment.com Limited7.2. Managing sales processesSkills InvolvedThis...
Sample SM Candidate 26 June 2012 Page 35 of 37©SalesAssessment.com Limited7.4. Understanding the competitive landscapeSkil...
Sample SM Candidate 26 June 2012 Page 36 of 37©SalesAssessment.com Limited7.5. NegotiatingSkills InvolvedThis element conc...
:: About This ReportThis report was generated using information from the SalesAssessment.com Sales Talent Assessment Skill...
Upcoming SlideShare
Loading in...5
×

Sales skills rapport sales manager

275

Published on

Sales skills rapport Sales manager

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
275
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
25
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Sales skills rapport sales manager

  1. 1. Role: Sales ManagerName: Sample SM CandidateDate: 26 June 2012
  2. 2. Sample SM Candidate 26 June 2012 Page 2 of 37©SalesAssessment.com Limited:: IntroductionThere are a number of elements involved in providing a complete assessment of a candidate’s potential fit to anygiven role. These include Critical Reasoning, Behaviour, Motivation and Skills. This report covers the Skills element andoffers a snapshot of Sample SM Candidate’s stated skill levels compared with the capabilities expected of a High-Performer in the selected role.Role selectionTo ensure this information is relevant, it is critical that the candidate has been assessed for the correct role. Shouldyou be in any doubt about which role is the most appropriate to use in the context of the person named above, pleaseconsult a specialist in Job Role Analysis, SalesAssessment.com directly, or one of SalesAssessment.com’s AccreditedPartners (a list of which can be found on the SalesAssessment.com website at www.salesassessment.com).Alternatively, you can make your own judgement about the appropriateness of this assessment by reviewing the roledescriptions on SalesAssessment.com’s website: see http://www.salesassessment.com/sales-assessment-products/salesrole-definitions. This will help you confirm whether the activities described in the appropriate roledescription match your expectations of the role the candidate is being asked to perform. This assessment onlyexamines those capabilities relating to the activities described in the corresponding Sales Talent Assessment roledescription.How to read this reportThe skills summary section identifies groups of skills which are important to effectiveness in this role.The bar chart indicates the candidate’s likely level of strength in each area, based on detailed analysis of their statedcapabilities: it shows whether or not the candidate’s skills are generally within the Optimal Range across each skillgroup.The definition for each skill group is shown immediately below the bar graph. These ratings can identify general areasof strength that can be harnessed to improve effectiveness. They can also identify key skill groups where targeteddevelopment may improve performance.The Detailed Skills Analysis that follows the summary section should always be consulted, as there may be individualskills that fall outside the Optimal Range and which may require further development. This section enables you to drilldown by breaking each skill group into its individual component skills.Notes to help you interpret the Detailed Skills Analysis section of this report.Out of Range (Low side) indicates that the candidates stated capabilities are outside the range of this assessmentand, as such, are well below the skills range expected of a High-Performer in this role.Low indicates that the candidates stated capabilities are below the skills range expected of a High-Performer in thisrole and are very likely to require further development.Optimal Range indicates that the candidates stated capabilities are within the expected range for a High-Performer inthis role.High indicates that the candidates stated capabilities are above the skills range expected of a High-Performer in thisrole.Out of Range (High side) indicates that the candidates stated capabilities are outside the range of this assessmentand as such are well above those expected of a High Performer in this role.
  3. 3. Sample SM Candidate 26 June 2012 Page 3 of 37©SalesAssessment.com Limited:: Summary of Sample SM Candidate’s Skills1. Communicating and Working With PeopleOptimal RangeThese skills are about actively communicating with others, andworking with people in business teams.L H2. Delivering and InnovatingOptimal RangeThese skills are about ‘taking action’ to deliver something to astakeholder, customer, or partner (external or internal) usingnew approaches where necessary.L H3. Understanding and Managing in BusinessOptimal RangeThese skills are about adding value to the business byunderstanding the business context of everything you do.L H4. Benefits RealizationOptimal RangeThis covers the skills required to realize the business benefitsfor customers and your company. This includes managingteams, customers, bids and assignments. It means makingbusiness happen. L H5. Organization and People ChangeOptimal RangeThis area covers the skills required for helping organizations andpeople change as their business requires.L H6. Business Planning and StrategyOptimal RangeThis covers the skills required for improving businessperformance through process improvement, financialmanagement, business strategy formulation and translation andbusiness planning. L H7. Managing the Customer Engagement ProcessOptimal RangeThis covers the skills required to ensure that the value of eachengagement with the customer is maximized for the benefit ofall stakeholders.L H
  4. 4. Sample SM Candidate 26 June 2012 Page 4 of 37©SalesAssessment.com LimitedIndicates that one or more of the candidates stated high priority skills in this group are outside of the expected range for the role.Please see the detailed skills analysis section of this report for more details.
  5. 5. Sample SM Candidate 26 June 2012 Page 5 of 37©SalesAssessment.com Limited:: Detailed Skills Analysis1. Communicating and Working With PeopleOptimal RangeThese skills are about actively communicating with others, andworking with people in business teams.L H1.1. CommunicatingSkills InvolvedThis element concerns the ability to conveyinformation and ideas so that others understand themessage.This element involves the ability to express themessage clearly, and to use a range of techniques tohelp others to understand and assimilate theinformation. It involves skills of ‘active listening’ andbeing able to anticipate the responses of audiences. Itinvolves the ability to summarize information and touse language which is familiar and acceptable to theaudience. The audience may be internal or external,and may have a variety of cultural and knowledgebackgrounds.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to communicate information andideas so others understand what you are attempting toexplain or to describe. Consider your ability to uselanguage and style of delivery that are familiar andacceptable to your audience. Would you rate yourselfas:-
  6. 6. Sample SM Candidate 26 June 2012 Page 6 of 37©SalesAssessment.com Limited1.2. Networking and liaisingSkills InvolvedThis element is about being able to develop and tomaintain a network of relevant business contacts. It isalso about being able to learn and gain support fromthese contacts. Being able to network includes alltypes of communication, from face-to-face toelectronic. It also includes both highly formal andinformal styles of communication.This element involves being able to plan and toresearch a network of people who can be usefulsources of expertise. It involves being able to sourcecontacts, and to get contacts to make space for youand to listen to you. It involves being able to connectwith new people in different cultures, and with peoplewho are both remote and local. It involves being ableto form teams based on mutual interests and beingable to think in unusual ways.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to develop, to engage and tomaintain a network of relevant business contacts.Consider also your ability to learn or gain support fromthese contacts. Would you rate yourself as:-The answer given was:Developed a network of useful contacts. You interactregularly with these contacts within your day-to-daywork environment.Your answer was significantly lower than expected forthis skill in the selected role. An expected answer couldbe:You have an extensive list of contacts who are well-connected. Some of your contacts are from your owncompany and some are from beyond it. You can askyour contacts to help resolve problems, provideinformation and support in your own area of business.You know how to establish further contacts quickly innew environments when necessary.
  7. 7. Sample SM Candidate 26 June 2012 Page 7 of 37©SalesAssessment.com Limited1.3. Influencing othersSkills InvolvedThis element concerns the ability to influence otherpeople, and involves persuasion, diplomacy andempathy. This may require the ability to lobby, tofacilitate discussion and to negotiate. It involves: beingassertive; the use of active listening; the ability tomanage conflict using a range of styles; the ability toshow cultural awareness in different environments andto show empathy with others through understandingand by responding to non-verbal signals.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to influence other people. This mayrequire an ability to lobby individuals and to negotiate,as well as skills in facilitation and discussion. Would yourate yourself as:-1.4. LeadingSkills InvolvedThis element concerns the ability to lead others. Itcovers the ability to lead a defined team or group ofpeople as well, as the leadership required whenworking with other teams not formally managed bythe candidate. It includes the ability to: take and shareresponsibility, encourage and help others, promotelearning, and review performance.It requires candidates to have the skill to: inspireothers to identify with team and business goals,identify and resolve conflict, focus energy, build onstrengths, act as a mentor and coach, foster teamspirit, and give constructive feedback.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to lead other people, whether theyformally report to you or not. Would you rate yourselfas:-
  8. 8. Sample SM Candidate 26 June 2012 Page 8 of 37©SalesAssessment.com Limited1.5. Understanding informal decision makingSkills InvolvedThis covers the principles and practice of informaldecision-making and the process by which this is usedto consistently maximise own company’s advantageand success.This involves the ability to analyze the politicaldynamics in organizations and the ability to developengagement strategies with key people. It also involvesthe ability to network and to probe diplomatically andultimately influence the outcome.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to engage in the informal decision-making process within your company, a customer orprospect (the political map). You do this to enhanceyour company and team’s success. Would you rateyourself as:-The answer given was:As an expert in the use of the informal decision-makingprocess, you are called upon to create favourableoutcomes, even in seemingly intractable and negativesituations.Your answer was significantly higher than expected forthis skill in the selected role. An expected answer couldbe:You are so well-versed in the principles and practice ofinformal decision-making that you are able to use themconsistently to maximise your company’s advantage andyour team’s success in sophisticated and complex salessituations.
  9. 9. Sample SM Candidate 26 June 2012 Page 9 of 37©SalesAssessment.com Limited1.6. OpennessSkills InvolvedThis element is about demonstrating openness incommunication with others. This element applies topeople you work with and to any other people youinteract with, whether internal or external to yourcompany. It means being open to the viewpoints andideas of other people. It also means being able toshare information, expertise and experienceappropriately. It applies to interaction with peoplefrom different cultural, knowledge and experiencebackgrounds.This element is an attribute which concerns behaviourrather than a skill. However, this element is vital forbeing able to work effectively with others in yourcompany. It is possible to learn techniques to developthis attribute.This is a medium priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your openness to the viewpoints and ideas ofother people. Consider your ability to share information,expertise and experience effectively. Would you rateyourself as:-
  10. 10. Sample SM Candidate 26 June 2012 Page 10 of 37©SalesAssessment.com Limited2. Delivering and InnovatingOptimal RangeThese skills are about ‘taking action’ to deliver something to astakeholder, customer, or partner (external or internal) usingnew approaches where necessary.L H2.1. OrganizingSkills InvolvedThis element concerns the ability to organize people,processes and events in order to deliver results. Itinvolves being able to set objectives, delegateappropriately, organize the required materials,manage detail, integrate diverse activities andobjectives, and create positive outcomes.This element involves being able to explain goals, plan,prioritize, manage conflict and work out new strategieswhere necessary. It also implies the ability to thinkahead, foresight, and establish a position thatmaximizes opportunity and minimizes problems.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to organize people, both yourselfand others, as well as processes and events to deliverresults and create positive outcomes. Would you rateyourself as:-
  11. 11. Sample SM Candidate 26 June 2012 Page 11 of 37©SalesAssessment.com Limited2.2. Problem solvingSkills InvolvedThis element relates to the candidate’s ability to defineand analyze problems. It also relates to their ability toset out priorities, and then evaluate the issues raised.It also relates to their ability to identify or to createpossible solutions.This element requires individual analytical, diagnosticand creative ability, and the ability to use the expertiseof others. The skill involves being able to isolate keyfacts to penetrate to the source of a problem, whilealso understanding how multiple factors contribute tothat problem. This requires logical thought, and alsolateral thinking.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to define and to analyze problemsand then identify or create possible solutions using theexpertise of others when appropriate. Would you rateyourself as:-The answer given was:You are a recognized problem-solver, and you are ableto define innovative solutions to complex problems. Youare able to do this even when the problems relate tosomething about which you have no extensive technicalor personal knowledge. You are also able locate theresources required to create a good solution after youhave defined it.Your answer was higher than expected for this skill inthe selected role. An expected answer could be:Sometimes able to define complex problems throughlogical thought and lateral thinking, even when aproblem relates to something about which you have noextensive knowledge. You are able to engage others tohelp identify and create a solution when necessary.
  12. 12. Sample SM Candidate 26 June 2012 Page 12 of 37©SalesAssessment.com Limited2.3. Exercising judgement and making decisionsSkills InvolvedThis element concerns the ability to make soundjudgments and decisions.This element involves being able to questionimplications, to prioritize criteria, and to balancefactors which conflict. It involves being able to assessrisks, to evaluate options and to decide how torespond. Part of the skill is being able to decide whento seek further information, how to seek furtherinformation, or when to refer to others.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to make sound judgements andgood decisions within a business context. This includesbeing able to decide when and how to seek furtherinformation or to involve others for support. Would yourate yourself as:-2.4. Learning and dealing with changeSkills InvolvedThis element concerns the ability to learn from newideas and from experience. It also concerns thecapacity to expand the scope of your work and yourabilities in order to incorporate new challenges.This element involves being able to experiment and touse feedback to learn, and requires being able tounderstand and to develop your own ability to learnand to develop the style in which you prefer to learn.The skill is not demonstrable unless you can sharewhat you understand and have learned with others.This is a medium priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to learn from new ideas andexperience, in terms of stretching your own horizons toincorporate new challenges, and also to share what youhave learned. This requires skill in being able tounderstand new concepts, processes and models and toapply them to the business situation. Would you rateyourself as:-
  13. 13. Sample SM Candidate 26 June 2012 Page 13 of 37©SalesAssessment.com Limited2.5. Resilience and follow-throughSkills InvolvedThis element is about being able to demonstrate theresilience, the flexibility and the focus to deliver andinnovate.This element means being able to cope with multiplepressures which conflict with each other. It meansbeing adaptable yet persistent in dealing with deliveryproblems, managing stress, and being committed todelivery. It includes being able to understand the widersituation while also focusing on detail as required. Italso includes being able to cope with ambiguity anduncertainty, to show initiative and drive, and to giveothers confidence in your ability to deliver. It involvesbeing careful and accurate when you follow throughand fulfil delivery requirements.This element is an attribute about behaviour ratherthan a skill. However, it is vital for effective use of‘Delivery & Innovation’ skill in your company. It ispossible to learn techniques to develop this attribute.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your resilience and your flexibility. Consideryour ability to focus in the face of pressures whichconflict with each other. Also consider your persistencewhen you have to deal with problems, and your abilityto manage stress. Would you rate yourself as:-2.6. Using probing questionsSkills InvolvedThis element requires a combination of skills whichincludes the ability to assimilate the analysis andinterpretation of information in real-time. Additionalskills required include the ability to visualize andcompare the current status against an ideal outcomeand the ability to formulate questions that plug theidentified knowledge gaps.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to maintain a clear picture of theinformation you have and what is missing during abusiness interaction. Consider especially your ability toformulate and ask appropriate probing questions inorder to clarify the situation. Would you rate yourselfas:-
  14. 14. Sample SM Candidate 26 June 2012 Page 14 of 37©SalesAssessment.com Limited2.7. Achieving goals, objectives and targetsSkills InvolvedThis element concerns the ability to recognize specificgoals, objectives and targets and to take all stepsnecessary to achieve them.This element requires a combination of skills. Theseskills include the ability to assimilate and understandthe implications of a set of goals, targets or objectivesand the ability to interpret their significance. Itincludes the ability to model the effects of a change ofone or more parameter, and to question assumptions.This element also requires a basic knowledge ofaccountancy practices and knowledge of financialdrivers.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to achieve objectives, targets, orbusiness or sales goals. Would you rate yourself as:-The answer given was:You have shown your ability to achieve specificobjectives, targets, or business or sales goals. You areable to succeed even when the means to achieve suchobjectives are completely undefined and you may needto develop a new strategy.Your answer was lower than expected for this skill in theselected role. An expected answer could be:You are known for your ability to reliably achievemultiple, complex objectives, targets, business or salesgoals. You are known for being able to do this across abusiness unit, project team or a set of customers.
  15. 15. Sample SM Candidate 26 June 2012 Page 15 of 37©SalesAssessment.com Limited3. Understanding and Managing in BusinessOptimal RangeThese skills are about adding value to the business byunderstanding the business context of everything you do.L H3.1. Managing riskSkills InvolvedThis element concerns the ability to understand areasof risk to business success. It concerns themanagement of such risks.This element involves being able to identify andanalyse risk. It involves the ability to understandimplications for different aspects or business areas. Itinvolves the ability to cope with the uncertaintyinherent in risk and the ability to manage it. Thiselement includes all types of risk. It includescommercial risk, relationship risk and technical risk.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to understand and to manage riskin a business context. Would you rate yourself as:-The answer given was:You work in an environment where significant anddynamic risks are commonplace. You havedemonstrated your ability to analyze potential strategicrisks. You are able to advise or set business approacheswhich are designed to mitigate these risks.Your answer was higher than expected for this skill inthe selected role. An expected answer could be:You have demonstrated consistent ability to identify,analyze and manage risks effectively within your ownarea of work. You cope well with the inherentuncertainty associated with such risks.
  16. 16. Sample SM Candidate 26 June 2012 Page 16 of 37©SalesAssessment.com Limited3.2. Working to commercial imperativesSkills InvolvedThis element concerns the ability to demonstratecommercial awareness and acumen, and understandthe meaning of value to different businesses.It involves the ability to understand commercial issuesin the business, awareness of value and benefit, andthe ability to analyse commercial situations. It requirescandidates to understand financial and commercialprinciples, as well as the ability to interpretcommercial issues in a range of cultural andinternational settings.This is a medium priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to understand commercial andfinancial principles, to demonstrate commercialawareness and acumen, and to demonstrateunderstanding of the meaning of value to differentbusinesses. Would you rate yourself as:-3.3. Understanding and contributing to purpose and directionSkills InvolvedThis element concerns the ability to understand theobjectives, direction, purpose and strategy of thewider organization, and to interpret these effectivelyat team level.It requires the ability to set the strategy, objectivesand goals of the team or business unit in the context ofthose of the wider organization. It requires the abilityto see the big picture (‘helicoptering’) and to integrateand interpret objectives clearly. It involves the abilityto manage the purpose and direction of the team, unitor business in both global and local settings, withcorresponding cultural interpretations.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to set goals and objectives for yourteam to support the wider business objectives andstrategy of the company. Would you rate yourself as:-
  17. 17. Sample SM Candidate 26 June 2012 Page 17 of 37©SalesAssessment.com Limited3.4. Understanding your company’s marketSkills InvolvedThis element concerns the ability to understand: acompany’s markets; how they work; and what thedrivers, characteristics and trends are.It involves experience in the business, knowledge ofthe markets (customers, sectors and competitors),with an interest in and affinity for the business (being‘in tune’ with the market).This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to understand your company’smarkets: how they work, and what the drivers,characteristics and trends are. This involves expertise inyour business and knowledge of the markets you serve.Would you rate yourself as:-The answer given was:You have expertise in one specific aspect of yourcompany’s market as a result of your work withcustomers in this area. You have a good understandingof how your company’s offerings support the needs ofcustomers in this area of the market.Your answer was significantly lower than expected forthis skill in the selected role. An expected answer couldbe:You have wider knowledge and expertise acrossmultiple markets or a complex aspect of the company’smarket. Able to fully describe and understand all thedrivers, characteristics and trends. You know how themarket is structured, by sector, segment, customergrouping or major account. Able to interpret how ‘intune’ your business is for this market focus.
  18. 18. Sample SM Candidate 26 June 2012 Page 18 of 37©SalesAssessment.com Limited3.5. Interpreting and using commercial informationSkills InvolvedThis element concerns the understanding, theinterpretation and the use of commercial information.This information could be in the form of legal orcontractual documentation.This element requires ability to identify the sensitiveand critical issues in an existing or potentialcommercial agreement or proposal. It requires theability to communicate the significance, implicationsand risks to other people. It also involves judicioustreatment of commercial information in businessactivities, which includes understanding how to staywithin the contractual terms. It means understandingwhen and how to push at ambiguous commercialboundaries. It also means understanding how to usecommercial information in negotiations with thirdparties.This is a medium priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to understand, interpret and usecommercial information. This information could be inthe form of legal or contractual documentation. Wouldyou rate yourself as:-3.6. Analyzing and interpreting financial informationSkills InvolvedThis element is about understanding andcommunicating the meaning and implications ofnumerical commercial information. It is thefundamental financial skill, used to understand themost common measures of business performance.This element requires a combination of skills. Theseskills include the assimilation and understanding of theoverall messages and implications of a set of figures,being able to spot anomalies, interpret thesignificance, and link apparently disparate elements.This element also requires knowledge of accountancyconventions and practices, and of financial drivers.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to understand and communicatenumerical commercial information, including commonmeasures of business performance such as a customer’sfinancial accounts. Would you rate yourself as:-
  19. 19. Sample SM Candidate 26 June 2012 Page 19 of 37©SalesAssessment.com Limited4. Benefits RealizationOptimal RangeThis covers the skills required to realize the business benefitsfor customers and your company. This includes managingteams, customers, bids and assignments. It means makingbusiness happen. L H4.1. Building teamworkSkills InvolvedThis element covers the development of teamwork. Itinvolves being able to understand team structures anddynamics. It covers the understanding and deploymentof appropriate tools and techniques.The essence of the skill is in understanding the team’smake-up. It is the ability to select strategies to improveteamwork which are consistent with the purpose ofthe team and being able to apply such strategiesproficiently.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to develop teamwork by helpingpeople see each other’s strengths and value. Consideryour understanding of team roles, culture and individualmotivation and stimulating mutual understanding, trustand leadership. Would you rate yourself as:-The answer given was:You are able to show leadership, stimulate trust andencourage mutual comprehension in order to developteamwork in a project, business group or process. Youare able to do this even where the team or teamsinvolved are divided by multiple conflicts.Your answer was higher than expected for this skill inthe selected role. An expected answer could be:You are successful at building teamwork even beyondyour own day-to-day environment as a result of yourunderstanding of team dynamics and structure. Youhave the ability to select and deploy appropriate teammanagement tools and techniques provided thedynamics and structure of the teams is familiar to you.
  20. 20. Sample SM Candidate 26 June 2012 Page 20 of 37©SalesAssessment.com Limited4.2. Working creativelySkills InvolvedThis element is about being creative, at any stage ofthe project life cycle or in any aspect of business (forinstance, technical, commercial and relationshipissues).It requires the ability to: think radically by using a widerange of techniques; stand back; envisage and imagine;transfer and translate experience and knowledge;extrapolate; challenge; experiment; link; connect andintegrate apparently unrelated aspects.This is a medium priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to work creatively in any aspect ofbusiness. Would you rate yourself as:-4.3. Organizing people resourcesSkills InvolvedThis element is about the ability to get people to dowhat needs to be done. It applies to people in otherteams whom you do not formally manage. It involvesthe ability to set objectives, targets and standards, tomobilize resources and to monitor progress.It requires a combination of skills: the ability to plan,organize, stimulate, influence, persuade, think ahead,and reconcile conflict.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to organize people & resourcesand to get them to do what needs to be done (evenpeople whom you do not formally manage). Would yourate yourself as:-
  21. 21. Sample SM Candidate 26 June 2012 Page 21 of 37©SalesAssessment.com Limited4.4. Creating a vision and getting buy-in from the teamSkills InvolvedThis element relates to the ability to define, expressand share the vision of the result of the team’s work,and to help the team to see how it can achieve thatvision. It involves the ability to define and clarify goals,strategy, culture, approach, and plans.It requires a combination of skills. These skills includethe ability to envisage the targeted future, to interpret,and to empathise with the viewpoints of teammembers. It also requires leadership, and the ability tocommunicate with impact.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to define, to express and to sharethe vision, helping team members to see how they areable to achieve the vision. Would you rate yourself as:-
  22. 22. Sample SM Candidate 26 June 2012 Page 22 of 37©SalesAssessment.com Limited5. Organization and People ChangeOptimal RangeThis area covers the skills required for helping organizationsand people change as their business requires.L H5.1. Reviewing performance and feeding backSkills InvolvedThis element is about the ability to review theperformance of an individual or team. It involves theability to define performance criteria, seek inputs,assess evidence, provide constructive feedback, andrespond constructively to the individual or team’s ownperspective.It requires the ability to: analyse, audit, integratediverse inputs, evaluate, judge, select issues fordiscussion, express concerns or praise clearly andappropriately, and listen actively.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to organize people & resourcesand to get them to do what needs to be done (evenpeople whom you do not formally manage). Would yourate yourself as:-5.2. Designing organizations and teamsSkills InvolvedThis element is about the ability to design theorganization (of a business entity, business unit, orteam) to meet the business purpose.It requires a combination of skills in: understanding thebusiness purpose, the ability to choose appropriateorganization types, and creation of specific designsappropriate to the purpose, size, composition andculture of the organization or team.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to design the organization of asales team or sales function, in order that it meets itsbusiness purpose and supports the achievement of itsgoals and objectives. Would you rate yourself as:-
  23. 23. Sample SM Candidate 26 June 2012 Page 23 of 37©SalesAssessment.com Limited5.3. Managing cultural changeSkills InvolvedThis element is concerned with the interpretation ofbusiness needs for change in cultural terms, thecommunication of change messages and the ability tobe receptive to cultural signals, to stimulate andpromote cultural change, and to deal with resistanceto change.The essential skill is the perception of what anorganization’s culture is and how it relates to businesseffectiveness and performance. It also involvesselection and application of appropriate tools tochange that culture where required.This is a medium priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to interpret the business need forchange, in cultural terms. Consider also your ability tostimulate, promote and manage that cultural change.Would you rate yourself as:-
  24. 24. Sample SM Candidate 26 June 2012 Page 24 of 37©SalesAssessment.com Limited5.4. Coaching peopleSkills InvolvedThis element is about the development of individuals’skills in relation to any areas of specialist, professionalor business skill. The primary focus is on coaching ‘on-the-job’ over a sustained period of time by passing onexpertise – knowledge and experience – in aninteractive way. Other aspects include the ability tohelp identify development needs, and to plandevelopment activities, including formal training anddevelopmental assignment.The essential skill concerns the candidate’s ability tostimulate learning, to stretch team members, tofacilitate understanding, self-management and self-development. It also involves the ability to understandthe individual’s perspective, and to give constructivefeedback.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to develop individuals’ skills in anyspecialist, professional or business area. You do thisthrough ‘on-the-job’ coaching over a sustained period oftime. Would you rate yourself as:-The answer given was:Recognized for your expert ability to coach people at alllevels within the organisation, even senior salesprofessionals and peers. You are able to coach them inall aspects of the job. You facilitate understanding ofwhy it is important to develop specific skills and instil anethos of self-management and self-development.Your answer was significantly higher than expected forthis skill in the selected role. An expected answer couldbe:Able to stimulate learning and stretch the members ofyour sales team through ‘in-the-job’ coaching across awide range of areas relating to the job. You alsounderstand the individual’s perspective and know howto give constructive feedback.
  25. 25. Sample SM Candidate 26 June 2012 Page 25 of 37©SalesAssessment.com Limited5.5. Identifying development needsSkills InvolvedThis is about the ability to develop individuals’ skills inany specialist, professional or business areas. It is alsoabout the ability to identify development needs, plandevelopment activities. This includes including formaltraining and developmental assignment.The essential skill concerns the ability to stimulatelearning, self-management and self-development, andto facilitate understanding.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to establish the developmentneeds for each member of your team and to createappropriate development plans that address thoseneeds. Would you rate yourself as:-5.6. RecruitingSkills InvolvedThis element requires the ability to carry out anddocument a careful and detailed analysis of therequired role function and associated competencies. Itincludes the ability to provide this information toothers, such as HR and recruiters, in such a way thatthey clearly understand the requirements.This is a medium priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to define and documentrequirements in relation to people you want to recruitinto your team. Would you rate yourself as:-
  26. 26. Sample SM Candidate 26 June 2012 Page 26 of 37©SalesAssessment.com Limited5.7. Motivation and RetentionSkills InvolvedThis element requires knowledge and understanding ofindividuals’ preferred extrinsic motivators. It involvesthe ability to create an environment which is bothmotivating and satisfying for each individual.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to determine, understand anddeploy appropriate mechanisms to motivate and retainmembers of the sales team, and also to drive enhancedcommitment to the organisation and its values. Wouldyou rate yourself as:-The answer given was:You are recognized for your ability to create and retainhigh-performing sales teams made up of seniorprofessional in complex environments. You havedemonstrated your ability to successfully turn aroundteams which have a high turnover of staff. You workproactively to create an environment where employeecommitment thrives.Your answer was higher than expected for this skill inthe selected role. An expected answer could be:You are able to make effective use of motivators on twolevels: through your understanding of candidates’ fit tothe organisation at the hiring stage and through yourmanagement of one or more teams. You successfullyimplement changes in the organisational factors used todrive performance and retain salespeople. This results ina stable and high-performing team, even where accessto talent is highly competitive.
  27. 27. Sample SM Candidate 26 June 2012 Page 27 of 37©SalesAssessment.com Limited6. Business Planning and StrategyOptimal RangeThis covers the skills required for improving businessperformance through process improvement, financialmanagement, business strategy formulation and translationand business planning. L H6.1. Developing sales plansSkills InvolvedThis is about creating a timed and tactical response tobusiness strategy for a business unit, function orinvestment programme.It requires candidates to be able to: assimilate,interpret, plan, model, seek and integrate diverseinputs, select responses, and communicate clearly,primarily in writing.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to create a sales plan to addresshow the company’s annual sales targets for your teamwill be met. Consider also your ability to maintain theplan’s validity in the face of changes in companystrategy, marketing campaigns or market dynamicsthroughout the year. Would you rate yourself as:-The answer given was:You are able to produce a straightforward sales plan byusing a given company framework. It addresses howyour team intends to achieve its sales targets, within theconstraints of the company’s business strategy.However, you require assistance when the plan needs todeal with unfamiliar areas, or requirements forachieving targets fall outside the scope of thatframework.Your answer was lower than expected for this skill in theselected role. An expected answer could be:You have clearly demonstrated your ability to developwell-structured sales plans that enable your team toachieve target. These offer the flexibility to enable youto respond to most changes encountered during theplanning period.
  28. 28. Sample SM Candidate 26 June 2012 Page 28 of 37©SalesAssessment.com Limited6.2. Resource planningSkills InvolvedThis is about the ability to construct appropriate plansto support people resourcing requirements, in order tofulfil the business unit/group or department goals andobjectives. It involves identification of critical pathsand milestones to delivery. It also involves the abilityto establish and communicate a coherent plan, toexplain the rationale and assumptions, and to reviewand adjust plans as required.This requires skills in: understanding, structuredthinking, the ability to imagine the end result, toorganize and integrate data and other inputs, and tocommunicate key aspects clearly.This is a medium priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to define a structure for a salesteam in order to ensure the capabilities of eachindividual are optimized. To do this, you position themin the most appropriate role. You identify and highlightresource gaps that will require filling. In this context,would you rate yourself as:-The answer given was:You are able to construct a plan for a team which workswith similar customers. The team works with a simplesales model in only a few locations across a singlecountry. Able to communicate the plan and explain therationale to relevant management. You may needguidance to adjust the plan in a changing environment.Your answer was lower than expected for this skill in theselected role. An expected answer could be:You are able to prepare resource plans for more thanone team across a country. Each team may be large andcomplex. You are able to communicate, monitor andmanage such resource plans effectively.
  29. 29. Sample SM Candidate 26 June 2012 Page 29 of 37©SalesAssessment.com Limited6.3. Budget ManagementSkills InvolvedThis element is about the ability to prepare andmanage a budget for a sales team, business unit orentire organization. It involves the ability tounderstand and use the organization’s informationsystems. It also involves an understanding of theprinciples of sound financial management, and theability to challenge data and inputs provided by otherswhere appropriate.It requires the ability to monitor financial data andmake comparisons between budgeted figures andactual figures, to manage deviations and takeappropriate remedial action. It requires the ability tocommunicate financial and budgetary informationeffectively and gain agreement for a budget. Itrequires the ability to manage and balance costs andrevenues. It also requires the ability to anticipate, tointerpret financial information and to challenge.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to prepare and control a budgetfor your team in the context of your organisation’sprocesses and procedures. Would you rate yourself as:-
  30. 30. Sample SM Candidate 26 June 2012 Page 30 of 37©SalesAssessment.com Limited6.4. Developing and packaging business casesSkills InvolvedThis element concerns the ability to assemble abusiness case or proposal for investment by yourcompany or by a customer. It involves being able toanalyse the business need and to respond in a waywhich expresses the solution creatively andattractively, sharing the vision of the expected result. Itinvolves analysis, the use of models, the expression ofcost-benefit, return on investment and net futurevalue, and the combination of inputs from multiplecontributors.This element requires a combination of skills. Theseskills include analysis, creativity and communication.There is an emphasis on the ability to integrateviewpoints and package content for the potentialinvestor.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to analyze an already-identifiedbusiness need. Consider your ability to assemble abusiness case or proposal for investment by yourcompany or a customer. Would you rate yourself as:-The answer given was:You are able to produce a written proposal or businesscase to address specific business or customer needswhich you or other people have identified. You are ableto express the solution and its benefits clearly.Your answer was significantly lower than expected forthis skill in the selected role. An expected answer couldbe:As a result of your recognised success at producingsound and well written business cases that addresssophisticated needs, you could be asked to prepare abusiness case that addresses a critical customer need ora critical need internally. You are also able to write thebusiness case with the potential investor in mind.
  31. 31. Sample SM Candidate 26 June 2012 Page 31 of 37©SalesAssessment.com Limited6.5. Developing the commercial dealSkills InvolvedThis element involves the definition of commercialpackages, including pricing, contract terms, anddefinition of outcomes, that deliver mutual benefit forall parties.This element requires skill in the use of commercialacumen and commercial creativity. It requires skill inthe use of commercial models. It requires the ability tohandle multiple interfaces and conflicting goals. Itrequires the ability to prioritize, and to assess and re-assess commercial impacts. It also requires knowledgeof financial and commercial instruments.This is a medium priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to define commercial packages,including pricing, contract terms, and definition ofoutcomes, that offer mutual benefit to yourorganization and the customer. Would you rate yourselfas:-6.6. Evaluating and selecting optionsSkills InvolvedThis element involves the performance of a fullappraisal of options. These options might includeinvestments, partners, suppliers, products, tools,opportunities, etc.This element involves the selection from among theseoptions. This selection is made against all the businesscriteria of commercial, technical, cultural and strategicfit.This element requires a combination of skills. Theseskills include being able to define goals and strategy.They involve the ability to evaluate and to modelparameters or criteria. They involve the ability toprioritize, to judge and to make decisions.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to evaluate and select from a rangeof options. Such options might relate to opportunities,investments, partners, suppliers and products. Take intoaccount business criteria around commercial, technicaland cultural issues and strategic fit. Would you rateyourself as:-
  32. 32. Sample SM Candidate 26 June 2012 Page 32 of 37©SalesAssessment.com Limited6.7. Testing and challenging assumptionsSkills InvolvedThis element is about identifying assumptions inanything, testing their implications and challengingtheir validity.This element requires skills in identifying rootassumptions, spotting hidden assumptions, linking,interpreting, and modelling, questioning and probing.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to test and challenge assumptionsin business. This involves the ability to identifyassumptions in anything, and then test theirimplications and challenge their validity. Would you rateyourself as:-
  33. 33. Sample SM Candidate 26 June 2012 Page 33 of 37©SalesAssessment.com Limited7. Managing the Customer Engagement ProcessOptimal RangeThis covers the skills required to ensure that the value of eachengagement with the customer is maximized for the benefit ofall stakeholders.L H7.1. ForecastingSkills InvolvedThis element concerns the ability to collate data fromeach member of a team, or from across a number ofteams, in order to produce a reliable revenue forecaston which business decisions can safely be made. Itinvolves the ability to identify any risks which mightprevent achievement of the team’s forecast. It alsoinvolves the ability to question and challenge teammembers around those risks to improve the reliabilityof the forecast.It requires skills in: foresight (the ability to thinkahead), as well as the ability to predict, to calculate, toidentify risk and to test.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to work with each of your salesteam members to determine a realistic opportunityrevenue forecast, which takes into account relationship,risk, type of opportunity and all other relevant factors.Would you rate yourself as:-The answer given was:Able to collate forecast data from each member of yourteam and identify the typical risks involved inachievement of the team’s forecast. You are able tosolicit further input from members of the team, but maynot be able to spot less typical risks which may affect theaccuracy of the forecast.Your answer was lower than expected for this skill in theselected role. An expected answer could be:You have proven ability to manage the process forproducing an accurate and timely revenue forecast fromthe inputs provided by your direct sales reports. Theforecast can typically be relied upon by the widerbusiness for decision-making. You are able to analyzethe risks involved and challenge inputs from membersof the sales team where necessary.
  34. 34. Sample SM Candidate 26 June 2012 Page 34 of 37©SalesAssessment.com Limited7.2. Managing sales processesSkills InvolvedThis is about the ability to review and monitor progressand performance, to balance conflicting demands,manage change to keep on track, and to share majorproblems (with decision-makers).It requires a combination of skills. These skills include:detective work to expose problems, analysis, selectionand measurement of key parameters, the ability toprobe, judgement, decision-making, and adaptation.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to manage sales and operationalprocesses and activities such as the sales pipeline.Would you rate yourself as:-7.3. Customer engagementSkills InvolvedThis element requires the ability to understand thecompanys market and optimal customer models andto ensure that each member of the team or teams isfully aligned to each target customer or customergroup.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to drive a customer engagementprocess that delivers enhanced success. You do this bytargeting each member of your team towards the mostrelevant customers or market areas. Would you rateyourself as:-The answer given was:You are seen as a specialist in the creation and executionof customer engagement strategies. Would be called into assist with failing teams, or to develop a customerengagement strategy for a new team, a new market, ora new offering, or to support other sales managers whoare having difficulties.Your answer was higher than expected for this skill inthe selected role. An expected answer could be:You have proved your ability to create significantenhanced revenue success on a sustained basis. Youhave done this by optimising the alignment of each salesperson’s skills and experience to the most appropriatecustomers. You are able to do this even if the sales teamaddresses multiple market spaces or customer types.You understand the impact of cultural fit between thesales person and customer in driving up customersatisfaction and retention.
  35. 35. Sample SM Candidate 26 June 2012 Page 35 of 37©SalesAssessment.com Limited7.4. Understanding the competitive landscapeSkills InvolvedThis element involves knowledge of competitors, theirproducts and the strategies they use to marketthemselves. It also involves being able to understandthe impact on your own target customers of thecompetitors’ strategies. It involves an ability toextrapolate this impact to determine likely customerperception.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to research, analyze andunderstand your competitors, including their strengths,their marketing activity, and the way they position theirproducts and services to your prospects and customers.Would you rate yourself as:-The answer given was:Recognized for your ability to gather, collate, analyzeand interpret competitor data even in complex markets.You understand the likely impacts of the competitionacross a group of customers. You are able to take orpropose the most appropriate actions to mitigate theseimpacts and create competitive advantage.Your answer was higher than expected for this skill inthe selected role. An expected answer could be:You are able to analyze competitor data effectively. Thisenables you to identify the competitor informationrelevant to a specific customer engagement. With this,you can analyze the likely impacts created by thecompetition, and determine what action to take, inorder to create competitive advantage.
  36. 36. Sample SM Candidate 26 June 2012 Page 36 of 37©SalesAssessment.com Limited7.5. NegotiatingSkills InvolvedThis element concerns the ability to work withcustomers, partners and suppliers towards agreementon a position. It ultimately involves being able to agreea deal which has optimal mutual benefits for allparties.This element requires a combination of skills. Theseinclude the ability to plan, persuade and influence.They include the ability to listen, the anticipation ofthe concerns and thoughts of the other party. Theseskills also include empathy and the use of techniquesto gain commitment from the other party. They alsoinclude the ability to respond to objections and tomanage conflict. This element also involves knowledgeof negotiation and psychological techniques, andknowledge of the business of the other party.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to work with a customer, partneror supplier to achieve a deal which has optimal, mutualbenefits for all parties. Would you rate yourself as:-The answer given was:Fluent in working with ‘hidden agendas’ and highlyskilled in the application of negotiation techniques. Youwould typically be selected to negotiate very complex,senior-level, multi-stakeholder deals of criticalimportance to your company.Your answer was higher than expected for this skill inthe selected role. An expected answer could be:Able to successfully negotiate even complex deals atmain board level. You are able to identify and work with‘hidden agendas’. You quickly earn the trust of allparties.7.6. Running structured meetingsSkills InvolvedThis element concerns the ability to prepare for andrun a structured meeting with a customer or internally,for example to diagnose problems or find out facts.It involves: choice of an appropriate interviewstructure and style, and the ability to plan, probe,listen, interpret and explain.This is a high priority skill for this role.Out of range Low Optimal Range High Out of rangeQuestion askedConsider your ability to prepare and run a structuredmeeting with a customer or internally. This might be todiagnose a customer problem or review a proposal.Would you rate yourself as:-
  37. 37. :: About This ReportThis report was generated using information from the SalesAssessment.com Sales Talent Assessment SkillsQuestionnaire. It was generated from the results of a questionnaire answered by the respondent and substantiallyreflects the answers provided by them. Due consideration must be given to the subjective nature of questionnaire-based ratings in the interpretation of this data.The information contained in this report should only be used for assessing the candidate for the role specified on thecover of this report. The results should be used as one component of the decision-making process and placed incontext with data from interviews, background reviews and other appropriate sources. Where information containedin this report contradicts the findings from any of these other sources, then further investigation is recommended.SalesAssessment.com Limited and its associated companies cannot guarantee that the contents of this report are theunchanged output of the computer system. We accept no liability (including negligence) for the consequences of usingthis report and the data contained herein.Sales Manager Report: 4.0© SalesAssessment.com Limited 2011www.salesassessment.comThis report has been produced by SalesAssessment.com Limited for the benefit of its client and containsSalesAssessment.com intellectual property. As such, SalesAssessment.com permits their client to reproduce,distribute, amend and store this report for their internal and non-commercial use only. All other rights ofSalesAssessment.com are reserved.

×