Performance Driver Profile - Manager & Sales Rep Selling Assessment

Performance Driver Profile™

Can you quantify the behaviors and attitudes of top performers in your sales organization?
Do your managers understand how to coach to the skills and attitudes that support high performance selling?

The Solution

The Performance Driver Profile is a comprehensive assessment tool that provides valuable insights for self and organizational awareness, as well as a valuable resource for developmental coaching. The inventory measures the following attitudes, beliefs and skills that collectively influence sales success:

Goal Clarity
Achievement Drive
Social Skills
Emotional Intelligence
Coachability
Contact Initiation
Approaching
Interviewing
Demonstrating
Validating
Negotiating
Closing
View of Selling
View of Abilities
Values
Commitment to Activities
Belief in Product
Follow-Up

The online inventory takes from 15-20 minutes to complete.

Implementation

For the most comprehensive assessment, the Performance Driver Profile should be administered as follows:

Team Sales Force Assessment: Each manager assesses their entire team. Collectively, these show a comparison of skill levels in the above categories throughout the organization.
Manager - Sales Rep Assessment: Managers complete an assessment on each team member, categorizing by top, average, and low performing.
Sales Rep Self-Assessment: Each sales representative completes a self-assessment of his/her skills, behaviors and attitudes.

Application and Analysis

The results can be analyzed to show strengths, developmental areas and performance gaps by division, region, or the entire organization. If top and bottom performers are coded, the final report will show a comparison of the skills, behaviors and attitudes of these two groups.

Benefits

Identify success traits of top performers
Clarify strengths and developmental areas by sales rep. and/or team
Understand how to focus skills development for greatest impact
Discover developmental areas that impact individual and organization sales force effectiveness
Individual goal setting for accelerated performance improvement
Provide a coaching road map for Managers
Selection model based on traits of top performers
Greater ROI from sales force development strategies

Coaching Recommendations

Each person who completes the profile receives recommendations to enhance his/her sales performance, based on individual profile results. Managers receive additional support tools, including a diagnostic and prescription system for coaching improvements in each area.