Sales Capacity Assessment Suite

Individual Sales Capacity Assessments

Team Sales Capacity Assessments


The Sales Capacity Assessment is a suite of sales assessments specifically designed for:

  • Sales Professionals
  • Sales Managers, VPs and Directors of Sales, CEO’s and business owners
  • Sales Trainers and Coaches
  • Sales Teams

This assessment is NOT based on the DISC model. It has its own scientifically validated questionnaire and is specifically intended for salespeople. However, the Sales 18 Assessments tie directly to Sales Capacity Assessments if you want to also measure how salesperson is hard-wired for sales success.

Applications:

  • Hiring and selection
  • Training and development
  • Coaching
  • Sales team training and development
  • Strategic salesforce management

Sales Capacity Assessment – Individual Reports:

We do not believe one size fits all. Our clients have access to suite of assessments. They can use only one assessment, a few or all of them.

Once an individual completes the questionnaire only ONCE, you have access to all of these reports. You only pay one fee per person. You have access to all reports at no additional cost.

All assessments are very intuitive. You will not spend time learning to interpret the report. You immediately use them to make better hiring decisions, develop salespeople and more successfully manage your sales teams.

Hiring Report – Hire Better Salespeople

Identifies respondents’ strengths and weaknesses in sales and percentage matches for different types of sales roles. The report includes:

  • Sales Competence Scores
  • Individual Scores
  • Sales Mindsets
  • Ranking of Sales Roles matches, high to low
  • Percentage Matches for Sales Roles
  • Match Percentages Breakdowns by Competences for each Sales Role
  • Excuse Index®
  • Individualized Interview Questions

Development Report – Develop Salespeople

Measures salespersons’ competences in 18 critical areas for selling success. More importantly, provides a clear plan how to improve to effectively sell more. The report includes:

  • Sales Competence Scores
  • Individual Scores
  • Sales Mindsets
  • Development Plan
  • Excuse Index®
  • Individualized Development Questions

Manager’s Report – Manage Salespeople Effectively

Clearly pinpoints salesperson’s Sales Competence match at different phases of the sales process, both pre- and post-sale. At every stage of the sales process, the results clearly reveal if the competences are:

  • Strength
  • Small Strength
  • Medium
  • Small Risk
  • Risk

The stages in PRE-sale are:

  • Lead Evaluation
  • Initial Contact
  • Face-To-Face
  • Closing

The stages in POST-sale are:

  • Piloting
  • Maintenance
  • Expansion

Benchmark Report

Compares a salesperson against a selected benchmark. The purpose is to identify how a salesperson compares against the selected population.

Sales Competence Report – Hiring and Development Versions

Identifies strengths and weaknesses in 18 critically important sales competences. Measures a salespersons’ competences in 18 critical areas for selling success. More importantly, provides a clear plan how to improve to effectively sell more. The report includes:

  • Individual Scores
  • Development Plan
  • Excuse Index®
  • Individualized Development/Interview Questions

Excuse Index® Report

Measures a salesperson’s current likelihood to make excuses for avoiding sales activities. The higher the Excuse Index® is, the more likely a salesperson is to make excuses. The lower the Excuse Index® is, the more likely the person is to ignore non-sales activities and, instead, just sell.

Sales Mindsets Report

Identifies salesperson’s most comfortable way of facing challenges in sales.

Sales Mindsets & Sales Competences

Provides Sales Mindset and Competence scores and how the Sales Mindsets create the 18 Sales Competence Scores.

Sales Process Report

Provides a competence match for each stage in the sales process, both pre- and post-sale.

Sales Process & Competence Report

Provides a match score for each of the 18 Sales Competences for every stage in the sales process, both pre- and post-sale. Also identifies the competences that are potential risks at every stage of the sales process.

Sales Roles Report

Calculates a salesperson’s percentage match for different sales roles ranking them from highest to lowest.

Sales Roles & Competence Report

Ranks sales roles based a salesperson’s Sales Competence scores. Also, provides a Match Percentage Breakdown by Sales Competences for every sales role.

Sales Theory Report

Measures sales competences, job roles, and the person’s predisposition against aspects of the Sales Theory. 

Sales Capacity Assessment – Team Reports:

In addition to Individual Assessments, once the salespersons have completed the questionnaire only ONCE, you have access to all of the Team reports at NO additional cost.

Executive Summary

Provides the 18 Sales Competence scores for every member of the sales team.

Team Competence Summary

Provides the strengths and weaknesses for the team and its members in the 18 Sales Competences.

Team Competence Table

Shows the distribution of the team members among the 18 Sales Competences. It clearly shows the team’s strengths and weaknesses.

Team Sales Excuse Index®

Sales Excuse Index® measures the current likelihood to make excuses to avoid sales activities. This assessment identifies team members’ Sales Excuse Index® scores and what they mean in practice for each member and the team as a whole.

Team Details

Provides the average, highest and lowest scores for the 18 Sales Competences, as well as the members’ individual scores.

What is Excuse Index®?

Excuse Index® measures how likely a salesperson is to make excuses for not engaging in sales activities.

The higher the Excuse Index® is, the more likely a salesperson is to make excuses not to sell.

The lower the Excuse Index® is, the more likely the person is not to make excuses and focus on actions that produce closed sales instead.

The average Sales Excuse Index® is 35%.  However, successful sales professionals have much lower scores.

What are the Sales Competences?

The Sales Capacity Assessment measures salespersons’ competences in 18 critical areas for selling success using easy to understand, 0-100 scales. More importantly, it specifically describes the present level of competence and how to improve with:

  • Prospecting
  • Qualifying
  • Building rapport
  • Following the Sales Process
  • Goal Orientation
  • Needing approval
  • Controlling the Sales Process
  • Handling Objections
  • Questioning effectiveness
  • Active listening
  • Critical thinking
  • Initiative
  • Presenting
  • Time Management
  • Dealing with Failure
  • Determined Competitiveness
  • Money Concept
  • Emotional Detachment

What are the Sales Mindsets?

Sales Mindsets identify specific roadblocks, such as self-defeating beliefs, to success in sales and help to create a very specific development plan.

Pricing, Sample Reports and Demos?

For more information, sample reports, pricing, or to set up a demo, please call us at 1.800.257.7481 (+1.281.298.6073) or email customerservice@ExtendedDISC.org