| Topic : Sales Management: How to Become A Great Sales Leader? |
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BattleGround for Sales Professionals
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Activity:
29 views;
last activity : 07 06 2010 20:18:09 +0000
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Conducting GAP analysis
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CREATE COMPETENCY FORMAT & ANALYSE THE SAME
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By Conducting a role play within an organisation
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I think individual assessment in GAP analysis explains the strengths, weaknesses, sales quotient, ability etc to achieve consistent results, growth potential and skills sets of every individual involved in sales.It explains whether the salespeople are capable of executing company strategies, how comfortable the salespeople are with the company's model for going to market, and business being lost as a result of weaknesses etc and provides clear feedback on how to close these gaps. |
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Dear Ma'am,
I think that its not only their sales quotient but one must look at their conversion ratio thru the means of company's sales strategy.One should observe the sales force's ability to penetrate into the market thru frequent market surveys and the end results of sales force
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First of all we should clear about the skills we are looking from the person. The we should create the competency formats for the skiils we need to findout for the sales people than we have to analyse the same with reting scale and we can create action plan t develope the unavailable skiils For e.g. Opening a call/objection handling during sales call/assessments of a call/investigation of competitors in the markets etc......
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In my opnion by conducting a role play in the organization would help the sales managers to understand how they deal with the customers and what are the skills they lack while dealing with the customer. Once this is found out it become easy for the managers to take actions to overcome skill gaps of the sales persons by providing appropriate training. |
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- Create a confidential Career Profile and Resume/C.V. online
- Get advice for planning their career and for marketing of experience and skills
- Maximize awareness of and access to the best career opportunities
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