Sandler Training

Evaluations and Assessments

Our evaluations products are exclusively for use in the sales environment. More accurate, more powerful, more useful than any other sales assessment tool, the Sales Force Profile is the one "must have" tool for your sales organization.

This evaluation is a comprehensive analysis of an individual salesperson's strengths and weaknesses as they relate to selling and business development. Each finding is accompanied by an example which explains how the strength or weakness affects the salesperson in the field and/or on the phone. In addition, the findings are then followed by suggestions and directions as to how the individual might begin to overcome the problem to achieve more effective outcomes or results.

This is a summary of the individual evaluations and cuts right to the point of what will happen to your salespeople when they are actually selling. It shows whether your salespeople will execute the skills they have. It indicates whether your salespeople will be able to change (improve), by how much and whether or not each of them will become more effective than they currently are. Several sections include:

This is a comprehensive evaluation of the entire sales organization. It analyzes the findings from all of the salespeople and sales managers, and then explains the impact of those findings on the company. The Management Overview looks at the people, systems and strategies in your sales organization. It then proceeds to examine the relative effectiveness of the company's hiring criteria, the consistency of Management's Strategies, and whether the sales force is capable of supporting and carrying out those strategies. You'll learn the effectiveness of your sales management efforts and whether your management team is on the same page regarding the priorities necessary to succeed in your difficult business.

The findings from the Management Overview will reveal whether your salespeople are capable of executing your strategies, how comfortable your salespeople are with your model for going to market, and exactly why business is being won or lost as a result of weaknesses among your salespeople. In addition, it identifies the salespeople who should be performing better and what you must do in order to help them reach their potential. You'll also learn who is trainable, how much training they'll need and the kind of help required for each to benefit.

And as Jim Collins, author of the business best-seller "Good To Great" says, "if you want to be a good-to-great company, you have to first put the right people on the bus, get the wrong people off the bus and get the right people into the right seats. Then you can drive the bus anywhere." If you are attempting to transition your company from good to great, you'll learn which of your existing sales people should be on the bus, which seats they should be in and who should be off the bus.

The unique information in this portion of the Profile provides for a comparison of your sales force to that of the ideal sales force, a big picture view of your sales management systems and processes, and a full analysis of your sales management team's effectiveness.

By next offering a contrast between your sales force and the typical sales force we evaluate, you will gain insight into the impact of the four most crucial elements for success and their effect on your company as well as a big picture view of your sales force in the five most critical performance factors required for maximum performance, factors that most sales managers and executives have never even considered. You will also be able to assess your sales force in the four most important categories related to organizational growth