DEVELOPS
SALES LEADS
Demonstrates the initiative to uncover sales opportunities; actively
attracts the interest of potential customers; networks to increase
contacts; stays on top of market conditions to uncover new leads;
consistently follows up with leads to assess their interest in the
product/service offering
HIGHS
- Methodically and regularly networks to develop a prospect list,
regardless of the number of leads in the sales funnel
- Develops a frequent and familiar personal profile in organizations
or activities that attract the interest of prospective customers
- Recognizes opportunities to uncover hidden or less obvious prospects
by monitoring the competition and keeping on top of market conditions
- Remains pragmatic and objective, versus intuitive and emotional,
believing that the payoff comes from steadily working the numbers
regardless of how he feels at the moment
- Hard-driving and persistent, and tends to downplay social involvement
that may interfere with or drain time from his prospecting efforts
- Organizes contact information in order to systematically follow
up on leads
LOWS
- Limits networking opportunities by being drawn into social or
casual interactions, or by spending time with people he enjoys
or are already known to him
- Waits for prospects to raise their hands, believing that marketing
efforts or the product/service itself will attract interest
- May limit his networking efforts to those times when the sales
pipeline is empty
- May be inconsistent in creating and following a process that
systematically and continually casts a net with the expectation
of eventual success
- Becomes frustrated or discouraged if a successful ‘hit’
is not achieved in a fairly short period of time
- May be satisfied with ‘cherry picking’ and find
it tedious to churn through a stream of new contacts to identify
the warm or lukewarm leads
QUALIFIES PROSPECTS WITH STANDARD PROBES
Uses a formula or series of questions to determine the prospect’s
fit with the product; expects to sell to the majority of prospects
since they are known to need the seller’s products; reacts
quickly and objectively to the answers to standard probes by disqualifying
the prospect or proceeding through the selling process
HIGHS
- Probes with tough questions around profitability, capacity and
readiness to buy when evaluating a prospect for potential business
opportunities
- Uses a formula approach to qualifying prospects that addresses
typical interest points, such as price and ability to deliver
- Does not allow his time to be consumed by prospects who should
be disengaged or deferred based on the quality of business they
will provide
- Remains emotionally detached from the prospect’s situation,
allowing him to stay objective in assessing the potential for
profitable business
LOWS
- Uses his interest in a prospect’s needs or problems or
his compatibility with contacts as the criteria for spending time
with them in the selling process
- Finds it difficult to narrow his focus to the quality as opposed
to the quantity of the business available
- Exhibits too much optimism and not enough pragmatism to cut
loose potential business that would not be profitably serviced
- Finds it difficult to be objective in assessing the potential
of demanding or challenging contacts
MAKES PERSUASIVE PRESENTATIONS
Excites the customer with an enthusiastic presentation style;
demonstrates value and actively promotes products and services by
making an emotional appeal; holds the customer’s attention
and interest by keeping the presentation content relevant; varies
style to build toward a buying decision
HIGHS
- Makes formal presentations that focus on creating an impact
while communicating information
- Has the potential to capture and hold the audience's attention
- Takes charge and keeps control of the information being communicated
through a presentation that is polished and rehearsed
- Varies his style and content to appeal to the audience
- Projects his enthusiasm about a solution to the audience, moving
them closer to a buying decision
- Monitors audience response and adjusts his presentation to stay
on target
LOWS
- May be more comfortable with establishing a dialogue that emphasizes
listening and an exchange of ideas than with making an impact
on the audience
- Uses presentations to entertain rather than inform or persuade
- Sticks too closely to a script and does not vary the content
or emphasis to address the needs of each audience
- Too focused on the mechanics of the presentation itself to pay
attention to audience understanding and concurrence
- Cannot easily adjust to a nonsupportive audience response and
may rush an ineffective presentation just to finish it rather
than alter the presentation to change that response
COMMITS TIME AND EFFORT TO ENSURE SUCCESS
Thrives on working; tends to achieve higher results in direct
proportion to the time he is willing to commit to his work; remains
focused on the goal and is not easily discouraged or distracted;
uses work as an opportunity for interaction and incorporates interpersonal
contacts into task accomplishment; sees work as a major source of
personal satisfaction
HIGHS
- Commits time and resources to results accomplishment that surpasses
what is just acceptable or expected
- Is dedicated to achieving business results, even at some personal
sacrifice
- Defines himself to a great extent by his work and derives personal
satisfaction from his success and accomplishments in his career
- Builds into his schedule the time required to lay the groundwork
and develop the plans for achieving his work objectives
- Retains control of his objectives by preparing action steps
and evaluating his progress
- Remains focused when the commitment to his work is threatened
by internal or external distractions
- Enjoys finding opportunities to mix personal interaction with
goal accomplishment
LOWS
- Seeks a balance in his professional and personal commitments
that inevitably limits the time and resources devoted to his work
- Is more inclined to work a set schedule of hours than to commit
resources as required by the objective
- Distinguishes personal time from work and career commitments
and is not likely to make consistent sacrifices in his personal
life to accommodate extraordinary advancements in his work objectives
- Becomes distracted by unexpected obstacles or may not effectively
plan to deal with his job demands
- May not recognize that opportunities to advance his goals can
be present in the personal interactions that occur in the workplace
MAXIMIZES RESULTS BY PARTNERING AS A CUSTOMER
ADVOCATE
Consistently achieves above-average sales results by understanding
the customer’s business, empathizing with their problems and
setting a plan to meet their needs; tirelessly focuses on building
strong relationships with customers by acting on their behalf to
work the seller’s internal systems to meet their requirements;
sees partnering with customers as the efficient method to reach
personal sales career goals
HIGHS
- Is driven to achieve or exceed targeted results and uses sales
as a means to get there; hungry to be a top producer
- Holds results achievement to a high personal standard
- Believes in taking personal responsibility for the level of
success achieved
- Is unwilling to have his goal achievement derailed by internal
politics or bureaucratic procedures
- Promotes a sense of partnering with customers
- Takes the first step to establish a trusting relationship that
assures customers of his commitment
- Is genuinely interested in understanding customer needs and
works the company’s internal systems to satisfy those needs
- Collaborates with a network of support resources to satisfy
customer requirements
LOWS
- May adopt a casual or relaxed approach that fails to project
personal dedication to achieving or surpassing sales targets
- Can be content with marginal success or lowers goals to reach
a level of success that is easier to accomplish
- May not sustain the intensity needed to consistently meet or
exceed sales objectives
- Wants to be successful on his own terms without tying his efforts
or results to effectively fulfilling customer requirements
- Achieves results that will support his career progression more
so than strengthen his partnerships with customers
- Can be impersonal or detached in his approach to the sales process,
minimizing the opportunity to build a customer alliance
ADAPTS APPROACH TO DIFFERENT BUYER MOTIVATIONS
Gathers essential information to determine the benefits customers
need in order to be sold; is willing to adjust sales approach to
fit different buyer motivations; influences or persuades others
by determining how the other individual can benefit, and then communicates
those advantages
HIGHS
- Will work to acquire the information needed to determine what
benefits will motivate prospects to buy
- Able to use knowledge gleaned about prospect needs to vary sales
approach according to different buyer motivations
LOWS
- May not be committed to researching what benefits the prospect
needs in order to be sold
- Might not recognize that prospects have different buying motivations
and may sell the same way to all people
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