Sales Training can be made more objective and targeted if we can first test the skill level of sales people. This provides direction to the entire training process. In any sales process, the following stages occur
  1. Open - Building Trust
  2. Investigate - Identify need
  3. Present - Articulate value
  4. Confirm - Handle objections
  5. Position - Build relationship
If we can measure these skills based on the organization's sales process, then it gives a benchmark for training interventions.
Measure on a 5 point scale through SSAT and then provide training and coaching on the areas of weakness. Also, identify strengths of each individual.
If you're interested to know more about this for your organization, then contact me.
Bhushan Desai
PI Worldwide India
PI Worldwide

From India , Pune
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From India , Hyderabad
SSAT - Selling Skills Assessment Tool
It measures cognitive skills of sales people on five areas as mentioned above. The tool mainly helps you to identify areas needing development before you start with the sales training. Most of the sales training are generic and do not identify individual training needs before the training.
After assessing the sales people, every participant in addition to the organization knows what can be achieved through the training.

From India , Pune

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