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Sales skills benchmarking surveys

Benchmarking and the giving of usable feedback are two of the highest ROI activities a sales leader can do. Feedback helps your sales professionals think about what they are doing while they are doing it and find ways to do it better. Benchmarking give both the sales leader and their team members a way to measure their behaviours against expectations.

In a positive environment relationships are based on a shared desire to achieve. Information helps people understand and lets them improve their behaviours, leading to better results.

The two sets of assessments available below are designed to help sales leaders and sales professionals be even more successful with benchmarking and feedback. The key to their effectiveness is the dual approach. Both the leader and their report can share their views, based on information rather than feelings and opinion.

When completed they make the feedback conversation richer, more positive and focused. Agreed actions (and by 'agreed' I mean that both people accept responsibility for the actions) are clearly established and concentrate on doing more of what works and less of what doesn't.

Once you have downloaded the documents you can choose to prepare your analysis yourself or if you prefer, just send the completed documents to us and we will produce a report for you - completely free of charge.

This report will look at the differences between your scores and those of your direct reports and comment on the implications. It will also offer you pointers for areas of improvement in leadership, training, coaching and development.

And remember this is all totally free of charge. We are happy to customise the process to suit your specific requirements, to include different questions, or to accommodate other requests you may have.

Confidentiality is assured. We will not divulge any information that could be traced back to your organisation or that could identify individual staff members.

If you have any questions or comments please phone us on +44 (0)1252 727980 or send us an email.

Documents to Download

The first assessment set is for what we term the 'Core' Sales skills. Those skills and behaviours that every sales professional needs in order to do a good job. You can download the first document (for the managers input) called Trusted Advisor Core Skills Assessment - Managers Benchmark. Please complete one of these for each of your sales professionals.

If you want your sales people to complete their own assessment, then each person needs a copy of the Trusted Advisor Core Skills Assessment - Self. Ask them to complete it and follow the directions to return it to us.

The second assessment set covers the 'Advanced Behaviours' that separate out Trusted Advisors from those who are simply good sales professionals. Here is the link to the managers version of the Trusted Advisor Advanced Behaviours Assessment - Managers Benchmark. As before, you should complete one of these for each sales professional.

And each sales professional also needs to complete a copy of the Trusted Advisor Advanced Behaviours Assessment - Self and return it to us, as per the directions in the document.

And do please ask us if you have any questions or concerns.