Measurement

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:

Salesperson Navigator^TM

The Salesperson Navigator diagnoses where your salespeople are in terms of the Consultant/Strategist Model’s four roles. Today, selling requires more than personal effectiveness or technical effectiveness (product knowledge).

Sales Leader Navigator^TM

The Sales Leader Navigator diagnoses where your sales leaders are in terms of the Integrated Leadership Model’s four roles. This 360-degree feedback instrument also measures the impact your sales leaders are having on your sales process.

Salesforce Compass^TM

Salesforce Compass is a diagnostic needs analysis instrument designed to help improve your salesforce’s ability to achieve sales goals. It enables sales leaders to identify gaps in order to ensure development investment is focused on the right skill areas. This instrument also provides insight into the effectiveness of various development approaches used in your organization.

Customer Relationship Inventory^TM

As a highly valued component of The Counselor Salesperson^TM 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 Profile^TM

As a critical element of The Versatile Salesperson^TM 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.

The Counselor Salesperson Challenge^TM

Organizations frequently look for ways to use new skills in the workplace. The Counselor Salesperson Challenge is a Situational Judgment Test approach to support the application of skills from Wilson Learning’s The Counselor Salesperson program.

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.