Diagnostic Tools
Sales training requires a huge investment…of money, time and effort. And it should pay huge dividends. But way too often it fails to produce intended outcomes. Resources are wasted, sales people don’t change and everyone gets more cynical about training.
This is largely the consequence of improper diagnosis. Typical assessments in the sales performance industry are based on the anecdotal “research” or subjective evaluations like self-rating and manager evaluation. As a result, training is developed that may address the wrong gaps or miss key gaps.
 Huthwaite’s Sales Skills Inventory and Sales Performance Analytics are sets of statistically-valid, empirically-verifiable diagnostic instruments that measure the full range of skills that sellers and their managers need in order to perform at a superior level. Developed from our ground-breaking behavioral analysis, Sales Skills Inventory and Sales Performance Analytics allow us to pinpoint individual strengths and weaknesses and identify critical gaps across a sales force.
Sales Skills Inventory and Sales Performance Analytics are online sets of sales scenarios that diagnose participants on a series of enabling learning objectives within core competencies. After administration of the diagnostics to the targeted audience, clients receive a comprehensive report that includes:
- Performance analysis of both the organization as a whole and by demographics
- A comparison of the organization against industry benchmarks
- A basis for curriculum development and metrics for:
- Driving performance change and business results
- Evaluating the effectiveness of sales training over time
- Laser-focused proficiency and reinforcement strategies
- A basis for evaluating returns on effort and investment
Please Contact Us to learn more about the diagnostic tools Sales Skills Inventory and Sales Performance Analytics and how to employ them with your sales organization.
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