SALES TOOLS

Streamlining your sales process.

Join these great organisations that continue to use our FocalPoint Coaching programs to reach their goals.

Sales Skill Index

Sales is the lifeblood of any business.  To be able to offer a differentiated service, companies must continuously take steps to upskill their sales team.

What does the Sales Skill Index measure?

The Sales Skills Index shows how candidates stack up to proven sales professionals.  Candidates are presented with “real life” sales scenarios and are asked to show how they would address each scenario.  A report is then generated which identifies their strengths and weaknesses across the following seven skills areas:

  • Prospecting
  • First impression
  • Qualifying
  • Demonstration
  • Influence
  • Closing
  • General

Learning what your customers need is a winning formula to creating lifetime customer value (LCV).  One of the ways to building LCV is by addressing the following questions about your sales team:

  • Can they sell?
  • Do they understand the sales process?
  • Are they treating each sales situation the way top salespeople do?

Getting your sales team to undertake a Sales Skills Index will answer these questions and more about each person in your sales team.  The Sales Skills Index is designed to identify skills gaps which can then be addressed through targeted and tailored coaching programs.

Common uses of the Sales Skills Index

Training and Development

  • Leadership development
  • Communication effectiveness
  • Team effectiveness
  • Sales development
  • Customer service training
  • Coaching/Mentoring

Identifying Selling Skills

  • Prospecting skills
  • Creating a good first impression
  • Qualifying leads
  • Conducting a demonstration or presentation
  • Influencing the customer
  • Closing the sale
  • General sales process

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