Sales Effectiveness

In an increasingly competitive world, an effective salesperson (no matter what they may be trying to sell) needs a wide variety of skills and competencies in order to be successful. Not only is this list of competencies a long one, but the skills needed are likely to vary in the four major phrases of the sales cycle – prospecting, negotiating the sale, closing and providing follow up service.

The Sales Effectiveness Profile helps to measure an individual’s effectiveness in seven areas.

  • Temperament/disposition
  • Organizational skills
  • Active listening skills
  • Communication skills
  • Relationship nurturing ability
  • Exceeding customer expectations skills
  • Drive and persistence skills

These include appreciating customer needs and expectations, problem solving, handling objections or complaints communicating and simply being well-organized. No matter how successful you currently are as a salesperson, your level of sales effectiveness can always be challenged.


Instructions

These competency categories represent the skills that contribute to sales effectiveness. Each is explained briefly in the paragraph under each respective heading. Every statement in each category can serve as an aspirational goal for those wishing to improve their skills in specific areas. 

 

This questionnaire will be easy to complete. Read each statement, and select the choice that  most accurately describes you. Please answer these questions as honestly as possible.

 

View the System Requirements for this assessment.

Temperament/Disposition
Temperament/Disposition looks at your internal want or desire to find value and enjoyment through your relationships with other people in general and also looks at how "comfortable" you are at being in a sales situation. It asks the question: "How well do you operate on an open, ’information sharing’ basis with old and new sales contacts around you?"
1. Introduces self confidently when meeting a new person.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
2. Engages in as much small talk as is necessary to help people feel comfortable.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
3. Tries to learn something about a new person before having a conversation or discussion.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
4. Is good at "reading" other people.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
5. Is at ease in groups of people.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
6. Notices how others are feeling.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
7. Is good at empathizing with people.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
8. Actively demonstrates that harmony and friendship are important.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
9. Builds trust by being reliable and sincere.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
10. Is comfortable making small talk with people.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
11. Cares about people.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
12. Makes sure that deeds match words.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
 
Organizational Skills
Organizational Skills looks at how well you use organizational and prioritization systems to efficiently and successfully sell to your sales contacts or prospects. It asks the question: "How effectively do you organize yourself and the information you gather about people to whom you intend to sell in order to maximize your chances of success?"
13. Uses a formal daily or weekly system to call or follow up with people.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
14. Maintains a manual or computerized database of all sales contacts.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
15. Makes a list of things to do each day.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
16. Can quickly find the name, address, and phone number of all contacts and prospects.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
17. Checks names off a daily sales contact list when the call has been made.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
18. Schedules time to read about upcoming events or opportunities to sell.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
19. Follows through on promises and commitments.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
20. Systematically organizes and files business cards.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
21. Paces self to ensure that sales targets or deadlines are met.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
22. Quickly follows up on committed actions with notes, letters, e-mails, etc.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
23. Has and uses a good follow-up system for interesting new contacts or prospects.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
24. Is highly organized.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
 
Active-Listening Skills
Active-Listening Skills looks at how well you listen to, and successfully process your sales prospect’s or customer’s messages (both verbal and non-verbal) before you respond. It asks the question: "How attentive or empathetic are your listening habits in ensuring that you’ve fully appreciated the customer’s entire communication?"
25. Avoids interrupting before an individual has finished speaking.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
26. Makes sure to be in the right frame of mind for all important sales discussions.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
27. Often paraphrases to test interpretation of what has been said.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
28. Ensures that own body language is conducive to active listening.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
29. Listens enthusiastically and positively.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
30. Avoids trivializing the ideas or views expressed by other people when talking with them.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
31. Looks people in the eye and regularly nods to demonstrate understanding.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
32. Fully focuses attention and concentrates on what is being said.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
33. Allows people to finish what they are saying without interrupting.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
34. Is calm and patient in sales conversations and discussions.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
35. Takes in information via several different "channels".
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
36. Is an effective and patient listener.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
 
Communication Skills
Communication Skills looks at the extent to which you listen and feed back to your contacts in order to build the quality and depth of all your sales relationships. It asks the question: "How effectively do you give and receive from your sales contact network in order to establish efficient communication channels?"
37. Uses multiple channels to get sales messages across to people.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
38. Trusts and follows personal intuition about people and relationships.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
39. Maintains good eye contact with people when communicating.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
40. Is highly conscious of the specific needs of each "audience".
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
41. Communicates in a pace and a way that is comfortable for others.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
42. Immediately calls to follow up on new sales contacts.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
43. Is gracious and courteous in all dealings with people.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
44. Is a warm and open person with whom to have a conversation.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
45. Demonstrates complete integrity in all personal interactions.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
46. Gives open and honest information when asked directly by customers.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
47. Will initiate conversations with complete strangers.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
48. Is up-to-date and well informed.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
 
Relationship-Nurturing Ability
Relationship-Nurturing Ability looks at the extent to which you sincerely and enthusiastically invest your time and effort into building and growing your relationships with your sales contacts. It asks the question: "How well do you nurture your relationsips with your contacts and prospective customers to develop high levels of warmth, empathy, and mutual trust?"
49. Uses a variety of careful approaches to understand a sales contact.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
50. Carefully observes people’s facial expressions and hand movements during discussions.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
51. Picks up on other people’s non-verbal clues and signals.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
52. Reintroduces self to contacts to prevent any embarrassment.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
53. Understands that a sales contact’s feelings and emotions sometimes communicate better than words.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
54. Shows genuine interest when contacts are speaking, whatever the subject or topic.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
55. Follows through on commitments.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
56. Tries to develop a relationship with each new contact.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
57. Is comfortable initiating contact with quiet or introverted people.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
58. Can be fully trusted to keep a confidence.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
59. Remembers key contacts’ important dates and anniversaries.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
60. Summarizes what is heard in a sales conversation to ensure maximum clarity.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
 
Exceeding Customer Expectations Skills
Exceeding Customer Expectations Skills looks at the extent to which the individual has an "environmental radar" tuned to the economy, competitors, the market, and customers to guide their day-to-day actions. It asks the question: "How well do you listen to external sources of information and work across functions, departments, and teams to help offer sales service excellence to your customers?"
61. Understands the market and keeps up-to-date with competitor activity.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
62. Keeps abreast of new or leading-edge business thinking.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
63. Has in-depth understanding about all key stakeholder groups and their changing needs.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
64. Provides clear guidance to customers about what to expect and how best to get it.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
65. Continually improves processes to meet and exceed customer expectations.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
66. Has a clear vision of what service excellence should look like.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
67. Compares process performance and results with best-in-class external organizations.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
68. Actively seeks formal and informal feedback from customers.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
69. Systematically collects customer comments and categorizes them for later analysis.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
70. Tries to improve processes by carefully listening to customers.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
71. Actively seeks to exceed standards for achieving future excellence in customer service.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
72. Clearly understands where technology can play an important role in improving the sales value proposition.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
 
Drive and Persistence Skills
Drive and Persistence Skills looks at the extent to which your sales contact relationship building efforts remain constant and relentless through obstacles and time. It asks the question: "With how much tenacity do you develop your personal sales network and drive toward better outcomes through people?"
73. Has the courage of his or her convictions.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
74. Believes that spending a lot of time connecting with people pays great dividends.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
75. Is passionate about what people can achieve together.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
76. Actively shows that relationship building has to be a life-long commitment.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
77. Does not easily take "no" for an answer.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
78. Shows that when the going gets tough, we should keep going, no matter what.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
79. Asks for referrals from every sales contact.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
80. Focuses the most time on activity that adds value for customers.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
81. Is results oriented.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
82. Demonstrates that a healthy sales network needs constant renewal and updating.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
83. Is tenacious.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   
84. Demonstrates that little can be achieved without enthusiastically forming customer relationships.
N/A    Almost never    Occasionally    Frequently    Very frequently    Almost always   

Price for this assessment $24.95


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