Fully one-half of global companies report that less than half of the sales team achieves its sales targets, according to the 2007 TAS Index Global Sales Effectiveness Benchmark Study.

Sales management and sales reps have widely differing perspectives on what’s working and what’s broken.

• 72% of sales managers believe that their sales process is well defined, but only 56% of sales reps believe this is so.
• 48% of sales managers think they spend their time coaching (not chasing the reps for updates), while just 34% of reps agree.

• On the other hand, 58% of reps believe they close deals when originally forecasted, while only 46% of managers agree.
• 53% of reps believe they are effective at maximizing return from existing accounts, versus only 42% of managers.

Salespeople employing sales methodologies more than half the time perform much better than those who don’t. Salesforce turnover is also lower – by 39% – when methodology usage is high.

The study notes that more American salespeople lack deal-closing skills compared to their European and Asian counterparts, but are better at managing the sales cycle.

Americans seem to have better alignment with marketing, overall company strategies, and are better at describing the value a company has to offer.

Sales Assessments:

• Advanced DISC Behavioral Style Analysis for Sales – Describes the sales person’s natural sales style (what their natural preferences are for the type of product, how to handle sales presentations, and how to close and service) and their adapted style (how they change their behaviors in response to perceptions of what it takes to succeed in their current environment). It outlines their behavioral strengths and weaknesses as a salesperson, and provides adaptive strategies for selling to different styles.
  
  


• Sales Strategy Index – Measures salespersons in 7 critical skill scales for the successful execution of the sales-specific body of knowledge.
  
  


• SalesMax – Sales Max examines the 3 areas that affect successful selling – sales personality, knowledge and motivations. SalesMax has been designed and validated to consistently identify candidates with superior sales potential. Candidates who score “BEST” on SalesMax achieve, on average, over 95% of their sales targets and are rated as “top” or “superior” performers by their employers. Selection and development versions are available.
  
  


• Assess Expert System – Top-notch tool for behavioral style, thinking style, work style, motivations and intellectual abilities. Selection, development, and 360-degree feedback versions are available.
  
  


• Select Pre-Employment Screening System – Identifies customer service, call center and entry-level sales/service providers who have stable work-related personality characteristics and productive work behaviors.
  

Call Data Dome at 404-814-0379 for your complimentary needs consultation.

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