Evaluate the training needs of your employees

Energy/Drive – Advantageous to this position the majority of participants exhibit good levels of energy and drive. This enables them to be proactive and displays their ability to be on the go, promoting business for ABC Enterprise. They also have the ability to concentrate and follow through on projects as well as thrive in sales positions due to likely attentiveness. We suggest that future Enterprise Software Salespeople exhibit this same level of drive and urgency with their work and that they score within the 4-6 range in Energy/Drive.

Flexibility – The salespeople display strong character strength, integrity, and work ethic. This demonstrates their consistent nature when making decisions and interacting with co-workers. It is likely that they will be well-respected by those they work with and be an overall good representation of ABC Enterprise, whether they are in the office or holding a meeting with a client or prospect. They will consistently adhere to company norms and work to build a solid foundation with salespeople and the clients they will be working with. Therefore the benchmark has been set at 4-7.

Emotional Development – This group scored to have a good or very good level of ego and emotional development. At this level, they tend to be emotionally mature, persistent in their work, and confident in their position and knowledge thereof. Accordingly, the benchmark for this role has been set at 6-8.

Assertiveness – Overall, the participants are fairly assertive. They are able to give directions as necessary and generally have no qualms about offering their opinion or suggestions. Considering the nature of this position, this work to their advantage in that they are able to be decisive and confident, giving people honest, direct information. It would be in the best interest of ABC Enterprise to hire future salespeople based on his level of assertiveness, with the benchmark set from 6-8.

Questioning/Probing – All in all, the sales people scored within the average segment of the population regarding their questioning skills. This indicates that they have the ability to trust people and yet ask secondary questions in order to determine various details of a situation prior to making a decision or recommendation. This will aid in making logical suggestions to clients and prospects as well as utilize information to seek ways to improve business functions and procedures. Therefore, the ideal benchmark for this dimension is 4-5.

Motivation – Typical of sales based positions. The participants scored to have highly ambitious natures and will likely push for change and innovation in the workplace. They understand the importance of an evolution in the job and tend to want recognition for their work efforts. The salespeople tend to be most motivated by commissions or incentives and prefer a job that provides such. With that in mind, the benchmark has been set at 6-9, since this is a key component in highly productive sales people.