Sales development and coaching is one of the most important strategies to increase sales success in every stage of the sales cycle. An organisation’s sales development strategy has a huge impact on meeting sales targets and achieving growth.
The new FinxS Sales 18 Assessment, from the developers of Extended DISC® methodology, offers extremely insightful information, especially for Sales Managers, Coaches and Consultants. The information in the FinxS 18 report helps to define a clear sales development plan for the coach, manager, or that the person themselves can implement. The FinxS 18 creates a concise action plan and can help predict sales success. The development plan identifies areas to focus energy and time to truly develop a sales skill.
The FinxS Sales 18 delivers information about a sales persons natural hard-wired comfort levels against 18 critically important sales competencies.
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Each competency is clearly defined in the report so there is no need to guess at what they mean. An individual, coach or manager is able to clearly identify which competencies need more development or where the sales professional needs extra support. We recommend highlighting the most important competencies to the individual’s job role and focusing on these first, as a sales person does not need to focus on all 18 competencies at once. Not all competencies are equally important to every individual or every sales role at the same time.
The 18 sales competencies are further deconstructed into a set of behaviours related to each of the 18 competencies. This allows for extremely valuable and deeper insight into the unique behaviours that contribute to the competency. This allows coaches, managers and sales professionals to clearly identify a person’s unique sales strengths and development areas and further enhance development initiatives.
Using the Sales 18 Results with the Sales Competence Results
FinxS® Sales 18 is designed to clearly connect to the FinxS® Sales Competence Assessment. The FinxS Sales 18 acts as the link between the Sales Competence and DISC Theory. The FinxS® Sales 18 report matches a person’s DISC profile, natural behavioural style, to their current skill level for each of the 18 sales competences measured by the FinxS® Sales Competence Assessment.
By comparing the Sales Competence results to the FinxS 18 coaches and managers can clearly identify if a sales professional is performing better than their natural style predicts or if they are not using their full potential. For example, if the person has low Prospecting scores in the Sales Competence results and the related behaviours are not natural to their DISC style, then you can predict a lot of energy and work is needed to develop the person’s Prospecting skills. In addition, the Mindsets can predict if the person’s belief system is creating roadblocks and holding them back.
Alternatively, a person’s prospecting score in the Sales Competence report could be low. However, they have a natural behavioural strength in this area, which we can identify from their DISC profile in the FinxS Sales 18 report. The low score for the current skill level in the Sales Competence and the high score for DISC style tell us the sales professional should be able to easily develop their prospecting skills. The low score from the Sales Competence tells us that something in their belief system, or simply lack of skills, is holding them back from developing this area.
The FinxS Sales 18 report can be used by itself to understand where an individual has natural abilities in sales. However, the true coaching and development value can be obtained by using the FinxS 18 in conjunction with the Sales Competence assessment.
