Sales Performance Analytics™
The Problem:
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.
The Solution:
Huthwaite’s Sales Performance Analytics are a set of statistically-valid, empirically-verifiable diagnostic instruments that measure the full range of skills that sellers and their managers need to perform at a superior level. Developed from our ground-breaking behavioral analysis (see Research and Intellectual Property), Sales Performance Analytics allow us to pinpoint individual strengths and weaknesses and identify critical gaps across a sales force.
Sales Performance Analytics are an online set of sales scenarios that diagnose participants on 174 enabling learning objectives in 12 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 Sales Performance Analytics and how to employ them with your sales organization.
