Sales Team Job Profiling & Benchmarking
Sales roles vary widely and hence place very different demands on the individuals fulfilling them. Perhaps the two most contrasting roles are that of New Business Executive (hunter) and Key Accounts Manager (farmer).
One of the most powerful methods of assessing the precise skill set and blend of personal qualities that underpin success in a given role is to compare and contrast the QIS test results of high and low performers therein. Once ‘Job’ and ‘Ideal Person’ profiles have been established in this way, it is easy to compare individual’s QIS results against these profiles to assess the degree of fit.
Whilst some of the gaps will be knowledge & skill related and hence can be addressed via training & coaching, some will be intellect and/or personality based and hence may raise fundamental questions about an individual’s suitability for a given role. |