Sales Person Assessment

If you’re going to invest in sales training, it makes sense that you invest your time, effort and money on the right initiatives and that those initiatives reap results that can be identified.

How do you decide on which initiatives will make all the difference? There are so many factors which affect sales success. To make good decisions on developing your business and key people, to improve sales results you need better information.

To help you with this process we can now offer a series of feedback tools, which gather information so that you gain a broad spectrum of information before you make your decisions.

The first area to consider is sales person recruitment. Sales people are notoriously difficult to assess at an interview. After all it’s what they should do best, and their good interview skills can be very misleading. No doubt you’ve recruited a sales person who interviewed well and then had all manner of problems once they are in the business. Most of our customers have, the ISE is very useful at solving this problem.

Use the Index of Sales Effectiveness (ISE©) for your sales recruitment and development decisions

The ISE and ISMEWhat’s the difference?

The ISE is a quick and easy to use tool that measures the likely effectiveness of people in sales roles. It can be used as part of a filtering process in selection, or as part of the development discussion in career reviews. It comprises three main areas:

Desire for Sales
Aptitude for Sales
Behavioural Evidence

Equally, we have seen many mistakes in promoting good sales people to bad sales managers. Sales management is a different skill set and most good sales people tend not to make the best sales managers. The ISME helps you select the right person for a sales management role.

Index of Sales Management Effectiveness© (ISME©)

This tool is to help identify individuals who are more likely to be suited towards a Sales Management role by examining three key components:

Their ‘drive’ for Sales Management (rather than just sales)
Their ‘aptitude’ for Sales Management
Behaviours they have previously evidenced around Sales Management

Effective Sales

Sales Index 360

Evaluating people within your sales team can also be tricky. Sales success can often mask missed sales growth opportunities, poor sales can cause you to miss a potential star which just happens to be in the wrong setting. The Sales Index360 gives you more information so that you can make the right decisions.

The Ethos of Infinite Possibilities

Using these tools ties in with the ethos of Infinite Possibilities, we want to understand the problem before we suggest any form of intervention – the principle of ‘diagnose before you prescribe’

To find out more about any of the above profiles and how they could be applied to your situation, please feel free to contact us on 01636 629002 or at info@infinite-possibilities.co.uk.

How can we help you?

Let’s begin with a telephone conversation or meeting to understand where you are now and how we can design and deliver a programme to help your leaders to lead.

Get in touch

“My name is Grant Devine and I am the Sales Director for a midlands based engineering company called 2JCP Ltd. We are world leaders in acoustic and filtration packages for industrial Gas Turbine equipment and auxiliaries. We have a strong mechanical, electrical and acoustic engineering focus, bringing in excess of 300 years of industry experience to the market with a UK team of just 15 employees.

I recently completed the ‘Director Development Programme’ through the East Midlands Chamber of Commerce, led by Charles Barnascone.

It is fair to say that, going into the course, there are certain things that you will perhaps already know or be aware of, or certain things that you will think you know. However, make no mistake, Charles has an invaluable aptitude at grounding all of the various elements taught in the course, piecing them together logically and allowing them to make sense. Examples of this would be time management, leadership and employee / team engagement.

I participated in the programme online because of the Coronavirus pandemic, but engagement and interactions with the participants still took place to an exceptional standard, despite not being taught in the normal environment.

The online courses were well structured and just as effective as being sat in a ‘classroom’ environment (the only things missing were the cake and other goodies!)

It is testament to Charles that I feel I have taken away as much as I would have otherwise learned being physically present.

The East Midlands Chamber and the courses carried out by Charles come highly recommended (whether online or – in future – in person)!

I now feel fully motivated to go and lead our team and bring the company to the next level.

Huge thanks to Charles and Vicki for their support.”

Grant Devine

Sales Director, 2JCP

Infinite Possibilities helped the directors of ODB formulate a strategy, and delivered the training to implement the strategy. Our objective setting using the Possibility Thinking process has been very good. As an example we now have 6 additional agents that we wouldn’t have otherwise – a valuable source of business leads for us. I feel that we have become much better at achieving results as a consequence of working with Infinite Possibilities

Guy Crabb

Managing Director, ODB Ltd

After a re-organisation of the business, the Senior Management Team decided it was necessary to generate greater levels of employee engagement. The process implemented by Charles and the management team has been invaluable. Now, after 3 years in place, we are still seeing the benefits of this approach.

Mark Faulconbridge

Director, Premier Waste Ltd

SO, LET'S BEGIN

with a telephone conversation or meeting to understand where you are now and how we can help make your stress go down and the results go up, contact us now on 01636 629002 or charlesb@infinite-possibilities.co.uk