Sales Scouting Report™ Sales Assessment After using many of the sales assessment tools on the market, we felt that they all lacked a certain something. That "something" was a differentiation between the innate personal characteristics of the person and the learned skills that the person possessed. Many times, to get an accurate picture of the applicant (or current salesperson) we had to use multiple tools. This, of course, became expensive and time-consuming. To help companies who found themselves in the same situation, we developed the Sales Scouting Report™ as an assessment tool. The Concept: The concept behind the Sales Scouting Report™ is similar to the "scouting reports" used by professional sports teams to evaluate talent. Those reports measure "tools," which are the innate athletic abilities of the prospect which either create success or detract from it. They look at "skills" as teachable characteristics separate from "tools." Our Sales Scouting Report™ does the same thing. Tools: We first measure a salesperson's "tools," which are characteristics that are either inborn or so deeply socialized in their personality as to be ingrained. These areas can be significant contributors to (or detractors from) selling success, but are not generally changeable through training and development. They are: Energy Communication Outlook Accountability Financial Issues Shopping Factor Skills: Next, we measure a salesperson's "skills," which are direct selling skills that impact the quality of the salesperson's activities. These areas can be corrected through training and development, if needed. They are: Relationships Questioning Prospecting Objections Presentation Goal Setting Decision Maker Closing Professional Development Report: Your completed Sales Scouting Report™ will include a category and rating for each Tool and Skill, a Tools Index, and a Skills Index. The Sales Scouting Report™ will also analyze key strengths and weaknesses, and give a recommendation regarding suitability. Projections for Training and Development are included.
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