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The Sales Aptitude Appraisal™ (SAA) is a computer-based assessment of over 20 core competencies necessary to the sales professional's career. SAA is comprised of over 100 questions and includes an assessment of personality traits.
Managers who utilize this tool know what their salespeople really need to learn.
The tool is offered in one of three ways:
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Individual -- The Individual appraisal has benefits to both individuals and managers. For managers, this tool allows you to assess the skills of one or more salespersons on an individual basis. The output developed for each individual helps determine the strengths and weaknesses of the sales rep, thus enabling management to better coach and lead. For individuals, the Sales Aptitude Appraisal™ is a great way to self-critique and, it is used most commonly in conjunction with Individual Sales Coaching. |
Benefits for Managers and Individuals |
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Supplies coaching ideas. |
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Helps individuals and managers understand the strengths of the individual and identifies the necessary corresponding management style. |
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Helps individuals and managers understand the weaknesses of the individual. Knowing your weaknesses allows individuals and managers to choose the right training or books to focus on. It gives individuals the ability to grow. |
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Provides direction on an individual basis. |
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Gives suggestions as to how to utilize an individual's strengths. |
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Provides an outstanding coaching tool. |
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Identifies training needs. |
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Group -- Offered to managers to assess their team's strengths and weaknesses, this tool allows managers to focus on specific skills needed by the team to become a more productive selling staff. The group appraisal has proven helpful for weekly staff meeting direction.
This appraisal is also highly recommended prior to developing a custom sales training program and, thus, is offered at a price discount. |
Benefits |
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Provides recommendations for training for the group. |
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Assesses the group's level of skill for six major selling proficiencies with 20 sub-categories. |
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Increases effectiveness of training. |
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Diagnoses problem areas. |
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Analyzes proficiencies and deficiencies. |
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Provides a great team coaching tool. |
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Delivers an instant snapshot of the team. |
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Combination -- A manager may opt to have individual reports run and a team appraisal provided to more completely understand the team's needs and individuals' strengths. We recommend you utilize individuals who are strong in an area where many others are weak during weekly meetings as mentors to strengthen the team as a whole. |
Benefits |
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Provides direction for training of the entire staff. |
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Identifies which group members are stars in particular subject areas and should be utilized as coaches for individuals who are less adept in the subject. |
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Allows managers to set up mentoring programs. |
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Creates focus groups for training. |
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Helps Positive Results assess training needs for your organization for making coaching recommendations for customized sales training. |
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