The SALES STRATEGY INDEX Report

Your Business is in the Hands of Your Salespeople

Can they sell?

Do they understand the Sales Process?

Are they treating each sales situation the way top sales professionals do?

Our Sales Strategy Index™ (SSI) report will answer all these questions and more.  The Sales Strategy Index™ is an objective analysis of an individual's understanding of their strategies to sell successfully. It essentially answers the question –

"Can this person sell?"

Like any profession, selling has a body of knowledge related to its successful execution. It is this knowledge that the SSI measures. Knowledge of the sales process and successful sales strategy is only one component that leads to sales success. Sales behaviour, attitude, product knowledge, personal interests and more, are all part of the picture. With the information provided by the SSI, an organisation can internally validate how a solid understanding of the sales process leads to success.

The Sales Strategy Index™ presents 54 different “real life” sales situations. Each situation has four possible alternative ways to be handled. Respondents are given the opportunity to rank the four alternatives from best to worst. By comparing their response with those of proven top sales professionals (or optionally with your own top sales performer “benchmark”), a report is generated showing strengths, weaknesses and how well they understood sales strategy in seven categories.

 
  • Prospecting: The first step of any sales system. It is the phase of the sale where prospects are identified, background information is gathered, and an overall strategy for face-to-face selling is developed.

  • First Impressions: The first face-to-face interaction between a prospect and the salesperson. It is the first phase of face-to-face trust building and sets the selling process in motion.

  • Qualifying: The questioning and detailed needs analysis phase of the face-to-face sale. This step of selling enables the salesperson to discover what the prospect will buy, when they will buy and under what conditions they will buy.

  • Demonstration: In this step, the salesperson should present his or her product in such a way that it fulfils the stated or implied needs or intentions of the prospect.

  • Influence: What people believe enough, they act upon. This step is designed to enable the salesperson to build value and overcome the tendency that many prospects have of placing little belief or trust in what is told to them.

  • Close: The final phase of any selling process. This step encompasses asking the prospect to buy, dealing with objections, handling any necessary negotiation and completing the transaction to mutual satisfaction.

  • General: This area represents an overall understanding of the sales process. Knowledge of the process can lead to a positive attitude toward sales and a commitment to the individual sales steps.

 

Benefits of the Sales Strategy Index

  • Identifies the sales strategy knowledge areas that are needed to sell a specific product or service into a given market
  • Identifies strengths and weaknesses of new sales applicants
  • Identifies specific training or management needs of a salesperson or sales force
  • Simplifies sales training
  • Allows targeting of training and coaching to be focused on the areas that produce results
  • Builds confidence