Sales Capacity Assessments

Are you?

  • Struggling with the new, virtual sales environment that is here to stay.
  • Unhappy with your closing rate.
  • Afraid of being too dependent on a few key salespeople.
  • Frustrated with salespeople’s’ excuses and performance.

If any of these sounds familiar, Sales Capacity Assessments may be able to help.  Doctors do not make decisions without diagnosing the real causes of problems – it is malpractice. 

You too deserve to have access to data to make informed decisions and take smart actions to achieve your goals.


The Sales Capacity Assessments are specifically designed for:

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

Applications:

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

Complete the questionnaire ONCE and have access to all the assessments!


Sales Capacity Assessment – Individual Reports:

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 provides an easy-to-understand percentage matches for different types of sales roles.  The assessment also allows you to create your own sales role requirements and calculates a percentage matches for candidates.  It couldn’t be easier.

The report includes:

  • Sales Competence Scores for 18 critically important areas
  • Sales Mindsets to identify obstacles to success
  • Ranking of Sales Roles matches, from high to low
  • Percentage Matches for different types of sales roles
  • Match Percentages Breakdowns by 18 Competences for each sales role
  • Excuse Index® to clearly identify how focused a person is to sell
  • Individualized interview questions

Development Report – Develop Salespeople

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

  • Competence Scores for 18 critically important areas
  • Individual Scores to assess the current level of sales proficiency
  • Sales Mindsets to identify obstacles to success
  • Development Plan for each of the 18 Sales Competences
  • Excuse Index® to clearly identify the present level of making excuses and not sell
  • 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 to help the manager to understand the strengths, weaknesses and development needs.

The stages in PRE-sale are:

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

The stages in POST-sale are:

  • Piloting
  • Maintenance
  • Expansion

At every stage of the sales process, the results clearly reveal if the competences are:

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

Team Reports – Manage Salespeople Effectively

In addition to Individual Assessments, once the salespersons have completed the questionnaire only ONCE, you have access to 6 Team reports at NO additional cost.

Team reports provide the executives the dashboard to make better decisions, develop the sales teams, and ultimately increase sales.

All assessments are very intuitive. You will not spend time learning to interpret the reports. You immediately use them to make better hiring decisions, develop salespeople and more successfully manage your sales teams.  In-person support is available at no additional cost.

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.