SELMORE '7 Skills and Attitudes / Behavioural Ratings'
The online tool gathers the input from the Manager and 2 other stakeholders by asking the same 25 questions about the sales person. The results of the whole sales team can then be combined to give a holistic view of their strengths or development.
Sales 'Steps' Capabilities
Evaluating the capability of the sales person by assessing aspects such as Identifying Customer Needs or being able to Articulate the Products or Services of the Customer.
Evaluating the sales person's knowledge of the role, industry and product or services.
Assessing the ability of the sales person to 'join the dots' and apply their learnings and experiences.
ATTITUDES / BEHAVIOURS
Motivation and Drive
An evaluation of the sales person's energy that they put into their role on a daily basis.
On the Bus
Assessing whether the sales person shows commitment to the business and the products/services they are selling.
Ready to Face the Difficult Challenges
Evaluating the sales person's readiness to have the difficult conversations with customers and face challenges.
Assessing the sales person’s ability to put themselves in the shoes of the customer by understanding their needs.
The SELMORE Benefits
By asking the same 25 questions of the Sales Leader, SELMORE is designed purely for the evaluation of sales individuals and teams.
It is not a generic evaluation or appraisal.
SELMORE will provide clarity of whether the sales person is a high performer or whether they have skills or attitudinal/behavioural gaps.
The tool will therefore identify which members of the sales team should be motivated or promoted, who to train and develop, who to give feedback to and which members are critical issues.