Research shows that high-performing organizations:
- Are more likely to base learning decisions on formal needs assessments
- Evaluate learning through behavior change and performance improvement, rather than relying on learner reactions and knowledge gain alone
- Use 360-degree feedback to personalize learning
- Measure the link to improved business results
The sales management tenet “inspect what you expect” aptly applies here. As Peter Drucker stated, “You cannot improve what you don’t measure.” Learning and coaching continuously prove themselves as powerful strategic levers when organizations align specific selling skills with measurable sales activities.
Wilson Learning has the right measurement and assessment tools to provide you with clear decision-making information and insight to achieve the full potential of your sales teams.
We’ll help you tackle critical questions like:
- How does your organization define successful sales performance?
- What are the current knowledge and skill levels of your salespeople, and are these levels sufficient to drive business results?
- Have your performance improvement initiatives produced the desired sales outcomes?
Our variety of measurement tools ensure you receive the data you need to guide development decisions. They include:
Customer Relationship InventoryTM
As a highly valued component of The Counselor SalespersonTM program, the Customer Relationship Inventory measures a salesperson’s skill levels in terms of Relating, Discovering, Advocating, and Supporting, as perceived by the people he or she serves. Participants receive useful feedback and development planning based on their customers’ perspectives.
Social Style ProfileTM
As a critical element of The Versatile SalespersonTM program, the Social Style Profile uses multi-rater feedback to help participants identify their own Social Style and their level of versatility in working with others’ styles. This feedback allows participants to learn from and modify their own behaviors to communicate more effectively with others.
Impact Evaluation
An Impact Evaluation, typically conducted several months after the completion of a program, augments any performance improvement effort and highlights the behavior change, performance improvement, and results that were achieved due to the skills learned in the program. Numerous industries, including financial services, pharmaceuticals, manufacturing, biotechnology, telecommunications, and shipping, successfully leverage the insight gained from this form of evaluation.
