needs assesment 200411 white paper
Pareto Law Training Resource
Some sales people may be working on mature ‘spending’ accounts that consistently throw out cash, whereas others may be working on longer term opportunities that take up to 18 months to see ROI but may be the salvation of the business.
This means there is a need to use a competency-based assessment process to not only assess the relative strengths and weaknesses of each individual in your team but also whether they are in the role they are best suited to and to determine what development needs they may require.
An Objective Assessment Based on Competencies:
Should this member of staff be in a sales role or not?
Should we promote this person from internal sales to field sales?
Does this person have what it takes to be a new business person or are they better suited to account management?
Does the individual have some outstanding leadership qualities like coaching and team building skills, or are we just promoting them because they are the best biller?
How do you assess how good your sales team really is? To access Pareto Law’s white paper visit: