Assessing DRIVE in Your Sales Reps
Sales Managers are hired to increase company revenues. One of the first steps a new Sales Manager takes is to evaluate each sales team member to determine how best to coach and mentor them. Often the Sales Manager inherits a sales team that may not be firing on all six cylinders. Sometimes it’s a process issue, but many times it is a people issue. The Sales Manager’s evaluation of the team will identify which sales reps:
– Currently have the greatest potential to excel
– Have potential to improve with training and coaching
– May need to find employment elsewhere
Assessments are routinely used to evaluate current sales team members. Yet, most assessment tools are not sales specific. Standard assessments may be great at identifying communication style, but if the assessment questions are the same for all positions, can they be relied on to pick a true sales winner?
Fortunately, there is a sales specific assessment tool that is great at identifying DRIVE which is the primary attribute of top sales performers. Sales specific assessments can also determine if sales team members possess the natural behaviors essential to sales success. These tools may also identify individuals who are coachable or those who need constant pushing to perform daily sales activities.
Sales assessments may also determine if a sales person fits the sales style of their position. Here are a few questions to help identify a position’s sales style:
• Is the position a Hunter or Farmer role?
• Does your company compete on price or sell value?
• Does the position require patience and discipline to manage a long sales cycle? Or can your product be sold quickly through an online presentation?
Each style requires different sales competencies and behaviors. All sales positions are not created equal. Consequently, a sales person’s success in one style does not guarantee success in other styles. So matching an individual’s sales style to the position’s sales style is important.
Fortify your sales plan by identifying sales performers with DRIVE and who fit the style of your sales positions. If you would like to assess your current sales team or assess sales candidates in an upcoming search, give us a call at 317-578-1310. Or email us at email@example.com