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The Selection Process:
How Useful are the Results?
Here is a sampling of the infomation you can expect as a result of the
TTI Success Insights, Sales Strategy Index for Jeff Doe, Sales:
Note: Based on Jeff’s responses, the report has analyzed Jeff’s understanding of the strategies required to sell successfully in any environment. The report is designed to highlight strengths and weaknesses in order to provide actionable feedback. What follows is a partial sample of this report. Please call us at 610.642.4873 to obtain the full report.
1. Prospecting/Qualifying is the first step of any sales system. Prospects are identified, detailed background information is gathered, traditional prospecting is coordinated and an overall strategy for face-to-face selling is developed.
67% of the time Jeff chose the most effective strategy.
33% of the time Jeff ranked the second most effective strategy as first choice.
2. First Impression/Greeting is the first phase of face-to-face trust building. The salesperson displays his/her sincere interest in the prospect and begins to gain positive acceptance and to develop a sense of mutual respect and rapport.
63% of the time Jeff chose the most effective strategy.
25% of the time Jeff chose the second most effect strategy as first choice.
3. Qualifying/Questions describes the analysis phase of the face-to-face sale. The salesperson discovers what the prospect will buy, when they will buy and under what conditions.
33% of the time Jeff chose the most effective strategy.
17% of the time Jeff ranked the second most effective strategy as first choice.
4. Demonstration reflects the ability of the salesperson to present his or her product in such a way that fulfills the stated or implied needs or intentions of the prospect as identified and verbalized.
50% of the time Jeff chose the most effective strategy.
38% of the time Jeff ranked the second most effective strategy as first choice.
Results Comparison: When compared to the scores of top sales performers, Jeff’s areas for improvement were revealed to be in the categories of Qualifying and Demonstration.
Note: Other category analyses include General, Influence, and Close. In addition, least effective strategy choices are analyzed for positive feedback.
What the Test Measures
Like any profession, selling has a body of knowledge related to its successful execution. As you can see from the above sample, the Sales Strategy Index provides an objective analysis of an individual’s understanding of the strategies required to sell successfully in any sales environment. Essentially, the question “Can this person sell?” is answered.
Understanding effective sales strategies can lead you to success as long as you can implement what you know. This report provides feedback on your strengths and weaknesses so that you can develop a plan to highlight your strengths and overcome your weaknesses.
Specifically, sales categories measured include Prospecting/Qualifying, First Impression/Greeting, Qualifying/Questions, Demonstration, General, Influence and Close. Results are then measured against scores of top performers in graphic form, readily highlighting areas for improvement.
For a full sample report of the Sales Strategy Index, please call Corporate Initiatives at 610.642.4873.
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