People are complicated. We often don’t really know ourselves, let alone each other. If you are able to understand what makes your sales people tick, how they get things done, not only what their behavioural preferences are, but why. Then you have something really powerful at your disposal ~ the ability to build and develop an engaged and constantly performing team for the long term.
Firstly, they are probably not what you think.
Profiling tools such as these are not a test. They do not measure education, skill or experience but provide an insight into how people think and act, what motivates them and how they deal with certain situations. There are no right or wrong answers but honest details and information on how to find ways to play to your strengths, improve your sales relationships, productivity and as such, earning potential.
Make the right choice.
There are many different profiling tools available and so selecting the right one for the specific need is critical. Many will refer to providing sales profiles but SPQ* Gold is the only questionnaire of its kind that is designed specifically for sales and sales alone. It analyses the true ability to initiate contact with prospects, develop meaningful sales based relationships and conversations and then to be effective in pursuing and closing sales.
The narrative in each individual report provides up to 24 measures including the recognised 12 types of Sales Call Reluctance behaviours as well as giving detail and explanation of the hesitance to prospect and self-promote: the key to effective selling.
SPQ* Gold identifies how much initiative, energy and drive an individual devotes to proactive sales prospecting and the amount of energy spent on coping with inhibitors such as fear. Combining the two and working with the support information provided enables sales managers to build highly effective and engaged sales teams whilst giving the sales person themselves a personalised framework to capitalise on their strengths and either improve or mitigate their weaknesses.
From individuals to teams.
A valuable tool for anyone responsible for meeting sales targets (whether you call yourself a sales person or not) as it cuts through many of the urban myths surrounding sales people.
For individuals, it gets to the point. SPQ* Gold profiling helps individuals recognise their strengths and weaknesses and more importantly provides understanding of not only why they do, or do not do, certain things but how to manage these to simply become more effective.
When used as a team profiler SPQ* Gold gives insight into the bigger picture of why teams tend to perform at certain things and not others. It supports competition as well as collaboration and communication through the introduction of a common language and when combined with our in-role diagnostic review, builds performance measures that matter.
The People Systems Process balance that results in productivity shift.
SPQ* Gold acts as a baseline, knowledge transfer that brings with it a unique level of understanding. Taking this information into the live sales environment, the in-role diagnostic review provides feedback on sales conversation effectiveness; a tool that can be used repeatedly as an ongoing coaching aid to build individual SMarTer development plans for sales people.
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