Sales and Management Assessments

Sales Force Development Assessments

Coaching has always been a puzzle to sales managers. What should they discuss and point out? What should they ask and which affirmations should they provide their salespeople? Which books and training should they recommend? What about setting expectations?

Built-in, customizable coaching and development plans along with powerful reporting provide managers with everything they need to develop their salespeople. Managers can measure the effectiveness of sales training and coaching. Our comprehensive research shows that it usually takes an average of nine months before salespeople seriously begin to achieve results from sales training. With our Sales Force Development Applications, managers can see the progress their people make overcoming weaknesses, as well as the resulting changes in behavior, without having to wait out the length of your sales cycle! Our applications help sales managers track the improvements that each salesperson makes in 21 core competencies. Copyright – Dave Kurlan

Express Screens

Imagine a tool so reliable that you could eliminate 96% of the mistakes made when hiring salespeople (and sales managers too) and ever again be fooled by an individual’s charming personality, perfect track record or exaggerated resume. You won’t have to wait six months to a year to learn whether your next candidate will succeed in your difficult business. Express Screens provide easy, instant access to the same accurate, insightful results that thousands of successful companies rely upon to choose winning salespeople (and sales managers).

Candidates complete a comprehensive set of questions, the results are emailed to you and that powerful information is available for the interview. We combine our proven criteria for sales success with your company’s profile of what an ideal salesperson must do in your business to achieve success. Hiring criteria has a sliding scale: Higher projected income = tougher criteria. Suggested Interviewing questions are included on every sales candidate’s report. Copyright – Dave Kurlan

The Management Overview

This assessment will look at the people, systems and strategies in your sales organization. It sheds light on potential problems with your hiring criteria, the quality of your pipeline, the effectiveness of your sales management efforts, whether your management team is on the same page, whether your salespeople are capable of executing your strategies, how comfortable your salespeople are with your model for going to market and business being lost as a result of weaknesses among your salespeople.

In addition, it identifies the salespeople who should be performing better and what you must do to help them reach their potential. You’ll also learn who is trainable, how much training they’ll need and the kind of help from which each will benefit. And if you are attempting to transition your company from good to great, you’ll learn which of your existing people should be on the bus, which seats they should be in and who should be off the bus. Copyright – Dave Kurlan

Values / Motivators

The results of the Motivation Insights assessment produce a report that identifies an individual’s level on each of six attitudes and determines his or her dominant motivator. With the knowledge of values in the workplace, we can encourage employees in a way that satisfies their inner drive, so their passions are fulfilled and they are “plugged in” on the job. You can determine if a position will be rewarding and can understand what motivates them right from the start, rather than waiting for time to tell. An understanding of values will reduce conflicts, improve talent selection and increase retention, expand efficiency and productivity and energize a group working toward common goals. Copyright – TTI

Personal Skills

An in-depth understanding of the personal soft skills an employee brings to the job is an important aspect in any selection, development and coaching initiative. With assessments that mathematically measure the personal skills an individual has and is capable of accomplishing, you can dig deeper than the typical resume and interview process and truly discover the potential for superior performance. Copyright – TTI

TTI TriMetrix®

By measuring all components with TTI’s validated assessment tools, you can analyze the three areas and draw more accurate conclusions regarding the potential performance of an individual. As a job benchmarking tool, the TTI Performance DNA system can find the best job fit by identifying the behaviors, values and personal skills required by the job, then assessing the talent and comparing them to one another. Copyright – TTI

Job Benchmarking Process & Tools

In a continually evolving workforce, jobs are changing and their requirements are not always clear. This tool offers a unique and effective solution because it benchmarks a specific job, not the people doing the job. To do this, we let the job talk through an interactive process and an assessment on the job, not the individual. Many of our assessment products can be used to complete a job benchmark, depending on the position itself and the company’s needs. Copyright – TTI

Managing Performance Priorities™

The process is simple, yet effective, as it reverses the typical role of manager and employee. Rather than waiting for their next assignment or project, the employee will propose a game plan, giving the manager a chance to review, comment and approve. Employees and managers will have a clear idea of the tasks and priorities while personal accountability is held by everyone involved. The universal format makes this program ideal for a company of any size and in any industry. With online accessibility, distance is not an issue for a manager with a team in different territories, several offices or even world-wide! Copyright – TTI

Leadership Development Program

The Leadership Development Program is a solid, stand-alone tool that can also be tailored to meet specific needs and situations. It easily can be incorporated into a company’s current development strategy or can serve as the foundation for development practices. The program can be used internally with a successful leader, or the protégé can work with an outside coach to develop leadership skills. Copyright – TTI

Sales Mind Most salespeople need help overcoming the head-and-stomach problems that skills training won’t solve. Many sales trainers ignore this part of development because they don’t know how to help people overcome these weaknesses. Those in the know wish they could bottle and ship the solutions because they are so time-consuming. In the spirit of “if we could only bottle and ship it,” Sales Mind helps salespeople overcome common selling obstacles. Copyright – Dave Kurlan