According to our experience sales directors tend to overemphasize the technical managing and measuring part of their jobs. This provides a unique and useful foundation for a wise sales director to start developing their sales force.
We utilize focused tools in sales development, for example the Sales Capability Analysis®. It is an established and comprehensive sales focused tool that was developed internationally. It measures 18 predefined Sales Competences® and 12 Sales Mindsets®.
The Sales Mindsets® are a group of strong and entrenched assumptions or attitudes that describe how a particular sales representative tries to reach their goals. It is vital to identify them because they imperceptibly direct a sales representative’s actions, problem solving, and decision making, causing both adverse and beneficial effects.
For increasing situational awareness and communication skills we utilize the DISC system and Completo DISC personal sales and sales director profiles.
The tool enables us to familiarize ourselves with the customer as an individual, to understand their logic and decision making style, so as to reach excellent rapport despite a possible difference in behavioral styles. This offers a formidable boost to sales skills.
The next stage of sales development usually calls for our Sales 18® report, which combines the Sales Capability Assessment® and Completo DISC profiles. It enables sales leadership that leverages the behavioral style, knowledge, and strengths of an individual sales representative while developing their specific sales competences. With the Sales 18® report we find the best practices for every representative when it comes to behavior and communication with customers.
Great sales development and sales management inspires sales representatives to recognize their development needs and to strengthen their sales skills also by themselves. Motivation levels increase along with more sales successes, leading better job satisfaction. The end result is a positive feedback loop and a rapid growth of results.