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Sales Competency Assessment™
(A Competency Survey Instrument)

Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act
Table of Content
 Why Sales Competency Assessment?
 Sales Competency Assessment Model.
 SCA Process Overview: Part 1


Online Survey Questionnaire

 SCA Process Overview: Part 2


Feedback Report

Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

2
Why Sales Competency Assessment™?
Sales Competency Assessment™ (SCA) is a unique survey and
coaching tool specifically design for professional development of sales
professional across various industries. SCA focuses on the processes,
techniques and behaviors critical to successful sales performance, and
provides a powerful, practical, comprehensive and easy-to-administer
survey instrument that evaluates a salesperson’s core competencies at
every phase of the sales cycle.
SCA quantitatively measures the skills and competencies of sales
professionals in 13 key areas critical to their job performance, and
enables managers to focus on crucial factors that affect sales results so
as to improve or optimize the existing skills and competencies of their
sales team.

Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

3
Sales Competency Assessment Model

Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

4
SCA Process Overview: Part 1
The sales professional completes a Self-Assessment Survey, then he/she needs to
distribute Manager(s) Assessment and Customer(s) Assessment questionnaires to
the appropriate personnel through Persona’s online assessment center.
 1 SELF-ASSESSMENT: 92 statements design to collect information about the
salesperson’s self-assessment.

 2 MANAGER(S) ASSESSMENT: 3 part survey.
 Part 1: 20 statements design to collect information
about what the salesperson tends to do in his/her
sales work.
 Part 2: 40 statements design to collect information
about the extent to which the salesperson
practices the behavior described.
 Part 3: 21 statements design to collect information
about the manager’s perception on the
salesperson.

 3 CUSTOMER ASSESSMENT: 30 statements
design to collect information about the customer’s
perception on his/her salesperson.

Persona’s online assessment center screenshot

Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

5
SCA Process Overview: Part 2
Feedback Report
 The SCA Feedback will provide:
 Overall Results
 Overall Analysis of Commercial Performance: Analysis of the
salesperson’s sales performance as perceived by the him/herself, the
manager(s) and the customer(s).
 Overall Analysis of results of the sales knowledge test.



Analysis by Factor


An in-depth feedback analysis for each of the key factors related the
Sales Competency Assessment practices. (Preparation, Initiation of
Contact, Needs Analysis, Presentation of the Product/Service Line,
Handling Objections, Negotiation, Closing the Sale, Listening Skills,
Interpersonal Relationships, Sales Approach and Procedures,
Organization Productivity and Knowledge of the Business/Industry.

Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

6
Selected Pages of Feedback Report

A one page overall analysis of
commercial performance as
perceived by the salesperson,
manager(s) and customer(s)

A two page analysis for one of the key factors in the Sales Competency
Assessment’s practices: Knowledge of the Business/Industry.

Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

7
Sales
Sales Management

Teams

Managerial
Development
●

Coaching Tools

Communication
Trust Building
Influencing
Persuading

Organizational
Surveys

Customer Value Survey™

●

Execution Metrics

●

Organizational Agility Survey™

●

Organizational Alignment
Survey™

●

●

Management Action Profile™
Competency
Surveys

Customer Experience
Management
Customer Loyalty

●

Leadership

Organizational
Alignment

ORGANIZATIONAL SURVEYS & COACHING TOOLS

●

Performance Leadership

●

●

●

●

Sales Competency Assessment™
Talent Management

●

●

●

767 Bridgeway Suite 2A • Sausalito, California •94965 • USA
Ph: 011 415 331 3900 • Web: www.personaglobal.com
Email: info@personaglobal.com
Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act

Edition 2011

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Sales Competency Assessment Marketing ppt.

  • 1. Sales Competency Assessment™ (A Competency Survey Instrument) Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act
  • 2. Table of Content  Why Sales Competency Assessment?  Sales Competency Assessment Model.  SCA Process Overview: Part 1  Online Survey Questionnaire  SCA Process Overview: Part 2  Feedback Report Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act 2
  • 3. Why Sales Competency Assessment™? Sales Competency Assessment™ (SCA) is a unique survey and coaching tool specifically design for professional development of sales professional across various industries. SCA focuses on the processes, techniques and behaviors critical to successful sales performance, and provides a powerful, practical, comprehensive and easy-to-administer survey instrument that evaluates a salesperson’s core competencies at every phase of the sales cycle. SCA quantitatively measures the skills and competencies of sales professionals in 13 key areas critical to their job performance, and enables managers to focus on crucial factors that affect sales results so as to improve or optimize the existing skills and competencies of their sales team. Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act 3
  • 4. Sales Competency Assessment Model Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act 4
  • 5. SCA Process Overview: Part 1 The sales professional completes a Self-Assessment Survey, then he/she needs to distribute Manager(s) Assessment and Customer(s) Assessment questionnaires to the appropriate personnel through Persona’s online assessment center.  1 SELF-ASSESSMENT: 92 statements design to collect information about the salesperson’s self-assessment.  2 MANAGER(S) ASSESSMENT: 3 part survey.  Part 1: 20 statements design to collect information about what the salesperson tends to do in his/her sales work.  Part 2: 40 statements design to collect information about the extent to which the salesperson practices the behavior described.  Part 3: 21 statements design to collect information about the manager’s perception on the salesperson.  3 CUSTOMER ASSESSMENT: 30 statements design to collect information about the customer’s perception on his/her salesperson. Persona’s online assessment center screenshot Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act 5
  • 6. SCA Process Overview: Part 2 Feedback Report  The SCA Feedback will provide:  Overall Results  Overall Analysis of Commercial Performance: Analysis of the salesperson’s sales performance as perceived by the him/herself, the manager(s) and the customer(s).  Overall Analysis of results of the sales knowledge test.  Analysis by Factor  An in-depth feedback analysis for each of the key factors related the Sales Competency Assessment practices. (Preparation, Initiation of Contact, Needs Analysis, Presentation of the Product/Service Line, Handling Objections, Negotiation, Closing the Sale, Listening Skills, Interpersonal Relationships, Sales Approach and Procedures, Organization Productivity and Knowledge of the Business/Industry. Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act 6
  • 7. Selected Pages of Feedback Report A one page overall analysis of commercial performance as perceived by the salesperson, manager(s) and customer(s) A two page analysis for one of the key factors in the Sales Competency Assessment’s practices: Knowledge of the Business/Industry. Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act 7
  • 8. Sales Sales Management Teams Managerial Development ● Coaching Tools Communication Trust Building Influencing Persuading Organizational Surveys Customer Value Survey™ ● Execution Metrics ● Organizational Agility Survey™ ● Organizational Alignment Survey™ ● ● Management Action Profile™ Competency Surveys Customer Experience Management Customer Loyalty ● Leadership Organizational Alignment ORGANIZATIONAL SURVEYS & COACHING TOOLS ● Performance Leadership ● ● ● ● Sales Competency Assessment™ Talent Management ● ● ● 767 Bridgeway Suite 2A • Sausalito, California •94965 • USA Ph: 011 415 331 3900 • Web: www.personaglobal.com Email: info@personaglobal.com Exclusive worldwide distribution by Persona GLOBAL Inc © 2008 Open’Act Edition 2011