The Sales Portfolio is a 360Âº on-line tool that measures 11 competencies shown to differentiate outstanding sales people. Use the sales portfolio to assess the people in your sales force, and to emphasize and develop the behaviors that drive sales performance. Based on research from numerous organizations this tool measures those competencies that differentiate the outstanding from merely typical salespeople.
This Sales model was derived through an in-depth analysis of database of competency models, documented in Spencer and Spencer’s Competence at Work. In creating this model the publishers sought to include those competencies that are most critical in defining excellence in a wide variety of sales roles.
Three key areas are assessed:
Managing the sales process (competencies around taking initiative to achieve results), and
Managing the Customer Relationship (interpersonal competencies including customer orientation).
Competency feedback is provided in terms of demonstrated level of sophistication. Each competency has a target level that differentiates the outstanding performers. Respondents provide their feedback on specific competency behaviors as well as verbatim comments. While this tool can be used with a wide variety of sales roles – it is geared to those who need to sell through relationships. It encourages salespeople to draw on their strengths, and sets out specific target levels that they can aspire to.
Target Population: Sales people, account managers
Feedback: Consistency of demonstration of each competency
No. of Items: 55
Administration Time: 28 min
Survey Languages: English, Japanese, Spanish (Mexico)
Report Languages: English, Czech, Spanish (Mexico)