Sales Team In-field Assessments
Many under-performing salespeople find that being accompanied by their sales manager on sales calls is intimidating. Moreover, when things go badly it is difficult for the sales manager not to step in and save the situation – thus undermining much of the potential learning experience.
When undertaken by external third parties, salespeople tend to relax more and ‘be themselves’. This provide a more accurate and useful insight to their normal day-to-day performance.
Using a pre-agreed check list of required skills and knowledge, salespeople are rated according to observed performance and detailed notes made of critical incidents for later analysis and discussion.
In-field accompaniment almost invariably confirms the results of the skills-based training needs analysis and also enables behavioural traits and characteristics suggested by psychometric testing to be observed in action. |