MODULE 2: Sales Skills Evaluation
► Introduction to Module 2
Before any success can be achieved it is necessary to know what you are working with. In other words you must do an intensive investigation of what the salespeople are doing and capable of as well as looking at the message and sales process. Finally you must investigate the environmental factors that might be causing, as I call it, “sales prevention.”
This section is designed to show you how to create and execute and through and complete evaluation that will allow you to determine exactly what needs to be done and prioritize it in a way that maximizes your results.
► What is a sales evaluation?
In this section I will deal with the answer to this question which most would dismiss. However, most managers aren’t aware of the depth and structure necessary to create results that will result is an action plan that can really succeed.
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► Why do I need to evaluate?
I will show you specifically why you need to do evaluations on a regular basis and the reasons it is critical that you do so.
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► Building the framework for a skills evaluation process?
In order to do an evaluation that will be valuable it is necessary to have the right basis and information to evaluate against. Most skills evaluations done by managers are not based on well thought out fixed data but on “impressions and what I would call casual observation. In this section I will show you what you need to do before you even begin to observe the sales team.
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►Setting the stage for the evaluation
The very word “evaluation” will make salespeople cringe. In this module I will show you how to set the stage for doing an evaluation that the salespeople are eager to participate in.
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►How to tape rep calls
In this video I’m going to reveal the secrets of taping rep calls for training and evaluation. Most companies do this all wrong and thus reduce the quality of the data from which to make training and decisions.
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► How to evaluate the calls?
In this section I’m going to show you exactly how to go through the process of effectively evaluating sales calls and documenting the results in a meaningful and useful way.
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►Reviewing the evaluation with the reps
If there is something scarier than the word evaluation, it’s actually participating with the manager is the actual review of performance. In this section I’ll show you how to do this in the most effective way.
