The Marketplace Situation

Selling in today’s marketplace requires a blend of both basic and sophisticated skills. Whether your sales organization is working as Business Managers or Resource Managers, they must have the right skills to stay ahead of the competition.

If you are responsible for developing your sales organization you must know…
• The most urgent training need of your salespeople;
• What training will give you the best return on your investment;
• What skill gaps are preventing your salespeople from successfully executing your sales strategies.

The Compass Solution

To help you answer these questions we employ a number of resources including our sales expertise and a unique tool, the Sales Competency Assessment. The Assessment is an invaluable tool for companies investing in a change or upgrade of their sales organization.

The results provide objective data that companies use to:
• Identify gaps between organizational needs and current capabilities.
• Prepare the sales organization with the right skills for the workplace of tomorrow.
• Align the sales organization with the direction of the company.
• Provide direction for building training curriculums.
• Allocate training dollars to achieve the greatest impact.

What exactly is the Sales Competency Assessment?

The Assessment is a comprehensive, quantitative assessment of the sales organization’s skills, knowledge and development needs.

The Assessment covers over 50 areas of skill, knowledge and business processes needed by each level of a consumer products field sales organization. Examples of these areas include:

Customer Knowledge
Strategic Planning
Category Mgmt. Process
Problem Solving
Account Planning
Business Analysis
Coaching & Developing
Team Building
Consultative Selling
Account Penetration
Leadership
Broker Management

Additional skill, knowledge or process areas may be added to measure the specific strengths and needs of your organization.

Quantitative

The Assessment provides numerical rankings based on analysis of the mailed survey responses. For each skill knowledge or process area, salespeople are asked to rate three measures.

1. Competency level in this area
2. Importance of this area to their job
3. Future training need in this area

The results, provided in graph and table form, clearly show the strengths, the priorities and the needs. Each piece of information is shown for the total organization, for divisions if applicable, and for individual positions.

Sales Competency Assessment is tailored specifically for your organization, is cost- and time-efficient, and provides measurable bottom-line results. A Fortune 100 Health & Beauty Care Manufacturer recently completed the assessment and found the results so compelling that its entire training curriculum was revamped.