Sales Team Evaluation - SELMORE | Motivus Consulting

Sales Team Evaluation [SELMORE]

SELMORE - Measuring the Skills, Attitudes/Behaviours and Results of your Sales Team

Our unique online evaluation tool measures your sales team in a consistent and rigorous way to identify the high performers from those with skills or attitudinal and behavioural gaps by gathering input from multiple perspectives.

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.

SKILLS

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.
Experience
Evaluating the sales person's knowledge of the role, industry and product or services.
Learning Agility
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.
Empathy
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.

Testimonials

'Dan has the ability to quickly get to the nub of the issue and provides clear and concise advice to drive personal improvement. Unlike some coaches, Dan follows up and is readily available to ensure that the outputs of the sessions are being implemented and there is a positive business impact. Dan isn’t afraid to give you the hard truth and leaves you feeling focussed and highly motivated.'

Peter Knowles, Director, Ignata

'Having spent time doing several of Dan's courses, I found Dan to be extremely engaging, paying attention to each of the course participants, working on their strengths and weaknesses. Dan was able to subtly show me how to play to my strengths, how to flex to other personalities with the aim to develop successful business relationships.'

Jacqueline Crichton, Puratos

'Genuinely life changing, inspiring and innovative. Couldn't recommend this highly enough.'

Nick Yates, Savills

'I cannot recommend him highlyenough as his natural ability to understand a brief and thendeliver it has resulted in a total transformation of our team'scohesion, energy and ability to perform.'

Alastair Chrystal, Crealine

'Dan provided a very interesting, detailed training course. My initial scepticism was soon replaced and Dan's knowledge and enthusiasm quickly won me over. I soon found myself converted and the advice, information and practical tips provided have made a genuine change and improvement in helping me to approach and deal with a variety of situations, and also changed my outlook and view on dealing with and approaching previously unassailable problems. Genuinely life changing, inspiring and innovative. Couldn't recommend this highly enough.'

Nick Yates, Associate Director, SAVILLS

'I worked with Dan through a 121 coaching programme with Dan in 2014, which along with his management training and insights profiling, has delivered huge benefits to both me and my team. His ability to engage with an audience, coupled with real life insight and experiences, means you come away from his sessions with the tools and most importantly the confidence to apply them. Working with Dan has been a pleasure, and I continue to value his opinions and support following the conclusion of the 121 programme.'

James Manby, Head of Consumer Division, EMEA at BW Penman

'I recently completed one of Dan's management training sessions and have already seen an improvement in the behaviours and performance of my team. He uses his extensive FMCG experience and theory of the colour preferences to overcome common challenges faced by managers on a daily basis. Over 3 interactive sessions we pulled apart a wide range of managerial activities including appraisals, presenting skills, time management and delegation models. Dan's open style allowed me to share my experience of management to date and discover new ways of getting the best from my team. His sessions are engaging, constructive and will make you sit up and think about how you approach the people around you. Dan is an excellent mentor and has transformed my management style for the better. If you're an ambitious manager looking to get more out of your team I'd highly recommend Dan's expertise.'

Mark Gouland, Business Manager, BW Penman

'Recently my team and myself followed a team effectiveness training with Dan, using the Insights Profiling Model (or ‘colours’). We all agreed that the sessions positively contributed to increasing the awareness of everyone’s communication style and to the effectiveness and dynamics in our new team (23 people). Dan is an excellent trainer who easily adapts his style to the profile of the people in the group. His focused and result driven approach certainly lead to a lasting impact. Dan uses also a great deal of humor what makes the training not only highly efficient and insightful but at the same time a fun team building activity that I can recommend!'

Pascale Jantcheff, Group Marketing Services Director, Puratos

'Dan is a fun guy to work with and learn from, and was very focussed on a vision with a strategy based on building a strong succesful team through some excellent training with clear objectives to develop our skills and team behaviour.'

Trevor Nielsen, Industrial Accounts Manager, Puratos

'I have had the pleasure of working with Dan for the last 12 years. In this time he has developed into an outstanding MD within the global consumer sector, coaching. mentoring and developing people within his organisation and team. Straight talking and incredibly insightful, his style is great for all levels - I have learned a great deal from Dan as client and as a resource for my business. I would recommend any business needing development and support in people to trust Dan to deliver.'

Andy Preston, Managing Director, BW Penman ltd

'Dan was an extremely supportive colleague to work with at Puratos Ltd, with a real passion to succeed and achieve his numbers! He was dedicated to his team, in supporting them with the trainings necessary to arm them with the most effective sales techniques for them to thrive in their roles. A fun chap to work with, and a demon on the golf course!'

Matt Crumpton, Vice President Sales, Supermarkets, Puratos Corporation

'Dan shows a highly progressive and unique approach to people development and team mentoring. He sets a very high bar for his industry colleagues in the way he puts team and individual talent first on the agenda and ensures he leads from the front in personally delivering on this ethos. Inspirational.'

Rob N M Iles, Managing Director, Visionise Ltd

'Dan was a very experienced, highly competent senior sales and business manager. He was focused on achieving or exceeding the results required by the business. He was well thought of by his peers and a highly respected colleague, able to build sound professional relationships both externally and internally. He has a sound business acumen and this, coupled with an optimistic demeanour, made him a pleasure to work with.'

Sue Wheeler MBA, Category Manager - Private Label, Progressive Enterprises Limited

'Dan is a highly competent business manager.His high intellect is of undoubted benefit to any organisation but Dan has the ability to apply his intelligence and foster support from those around him.I always found him to have excellent application to the task but with a strong appreciation of where we were going.A solid thinker with the ability provide a compelling argument with a strategic outlook.'

David Gallagher, Managing Director, Greencore