Steps to Identifying Great Sales People

Evaluate Your Existing Sales Team

Evaluating the sales team can be tricky business. What kind of information are you hoping to glean from assessing individual sales people? Most evaluation products on the market are classified as psychological, personality, behavioral or aptitude tests. While these are excellent sales management tools in understanding individuals, the results rarely predict who will actually sell for your company.

How many times have you searched and searched for something, whether it be car keys or your good pen, and it turned up right under your nose? This can also happen at your own company when faced with the task of going on the hunt for great sales people. Before searching across town - your competitor, maybe? - or across the country, consider searching among your own sales team to turn up the stellar performer who will help your company grow.

Evaluating the sales team can be tricky business. What kind of information are you hoping to glean from assessing individual sales people? Most evaluation products on the market are classified as psychological, personality, behavioral or aptitude tests. While these are excellent sales management tools in understanding individuals, the results rarely predict who will actually sell for your company.

In working with hundreds of companies, the questions company leaders tell Seica Systems that they want answered in any evaluation of their sales people are as follows:

• How does my sales organization compare to other companies?
• What is the state of sales management in my company?
• Is my current sales team capable of carrying out my vision for the company?
• What are the strengths and weaknesses of my sales people?
• Can the weaknesses in my sales force, once identified, be fixed?
• How much growth can I expect from my existing sales team?

After completing a complete sales force evaluation that answers these questions, along with identifying selling skills within an existing sales team, these company leaders may find the potential they are looking for exists within their own sales team. At the very least, they will finally understand what has been keeping their sales team from being the overachieving, dynamic selling force they envisioned.