PRIME+ Selling System Blog

Introduction

In the highly competitive world of sales, it's essential to have a high-performing team equipped with the right skills, knowledge, and abilities (SKAs). One effective way to set, communicate, evaluate, and improve your sales team's foundational SKAs is by using a Multirater skills assessment approach involving self-assessments and manager assessments, in combination with a proven assessment systems like the Fox Selling System and its PROFITS Capabilities Assessment.

In this article, we'll explore the key benefits of multirater assessments and how they can be used to help develop your sales team's foundational SKAs aka sales competencies. A capabilities assessment, such as the PROFITS Capabilities Assessment used in the Fox Selling System, lays the groundwork for effectively measuring and evaluating the execution of sales skills, knowledge, and abilities (SKAs) in real-world sales situations.

By identifying strengths and areas for improvement in foundational SKAs, a capabilities assessment sets the stage for monitoring and assessing the application of these competencies on the job using a scorecard tool and process. This integrated approach ensures that sales professionals not only possess the necessary SKAs, but also effectively execute them in their daily work, resulting in enhanced performance and overall sales success. We will explore this more in another upcoming article on evaluating performance through a comprehensive scorecard app tool and process.

🔍 Why Do a Capabilities Skills Assessment?

In today's rapidly evolving workplace, conducting a capabilities assessment is crucial for staying competitive and maintaining a high-performing workforce. A capabilities assessment allows organizations to identify the strengths and areas for improvement in their employees' skills, knowledge, and abilities (SKAs), ensuring they are well-equipped to meet the demands of their job roles. By gaining a comprehensive understanding of employees' foundational SKAs, organizations can create targeted development plans, improve collaboration and communication, and foster a culture of continuous learning and growth. Ultimately, we believe a capabilities assessment is essential first step for optimizing workforce potential and driving sustained success in today's dynamic business landscape.

🦊 The Fox Selling System and PROFITS Capabilities Assessment

The Fox Selling System utilizes the PROFITS Capabilities Assessment, which evaluates 12 core competencies to provide a comprehensive understanding of a salesperson's strengths and areas for improvement in foundational SKAs. By incorporating the Fox Selling System and PROFITS Capabilities Assessment into a multirater sales team skills assessment process, you can maximize the benefits of self-assessments and manager assessments in developing your sales team's core selling skills and capabilities.

🔑 Key Benefits of conducting a capabilities assessment in today's workplace

🎯 1. Comprehensive understanding 

Manager and individual self-assessments provide a clear, concise and well-rounded perspective of an individual's foundational SKAs for the job. This comprehensive understanding helps organizations identify strengths and areas for improvement in their sales teams across core competencies.

🔎 2. Identifying skill gaps

A pivotal aspect of the multirater assessment tool and process is the creation of a "gap analysis" report, which compares the job role standard against the manager's score, pinpointing areas of improvement or focus. This valuable insight enables organizations to concentrate their training and development efforts effectively, fostering growth and enhancing the overall performance of their workforce.

By highlighting specific skills or knowledge gaps within core competencies, manager assessments, and self-assessments enable an organization to target specific eLearning courses, videos, or live webinar programs to address these areas, leading to improved foundational skills, knowledge, and abilities.

🤔 3. Enhanced self-awareness

Receiving feedback and guidance from assessments helps sales team members better understand their required skills and what actions and behaviors they will need to perform and execute within the context of the core competencies, resulting in increased self-awareness and better collaboration within the team.

⚖️ 4. Balanced feedback

A multirater assessment, like that bolstered by the Fox Selling System, also reduces the risk of biased feedback by incorporating perspectives from both the manager and the individual, ensuring a fair and balanced evaluation that boosts employee morale and motivation.

🗣️ 5. Improved communication

Gathering feedback from both self-assessments and manager assessments fosters transparency, and creates a "common language" opening lines of communication within the sales team and between different levels of management, creating a more collaborative and supportive work environment.

💪 6. Accountability and ownership

Sales team members evaluated by multirater capabilities assessments are more likely to take ownership of their own development. This leads to better overall performance and increased job satisfaction.

🌟 7. Talent management

Multirater assessments can also be used to help organizations identify high-performers and potential future leaders within their sales teams, enabling them to develop succession planning and ensure a strong talent pipeline for the future.

By focusing on the 12 core competencies, organizations can effectively nurture and grow the skills required for success in the beverage sales industry.

📝 8. What Next?

Multirater skills assessments in tandem with proven assessment systems like the Fox Selling System and PROFITS Capabilities Assessment, provide a comprehensive and balanced approach to evaluating and developing the foundational SKAs of sales teams.

By harnessing the power of these assessments and leveraging the Fox Selling System's expertise, organizations can unlock their sales team's full potential, drive success in the competitive world of sales, and pave the way for performance evaluations through a comprehensive scorecard app tool and process, which will be discussed in our upcoming article.

📈 Don't miss out on the opportunity

Revolutionize your sales team's performance with the Fox Selling System!

Please contact us today to discover how our unique approach, centered around the PROFITS Capabilities Assessment, can elevate your team's skills, knowledge, and abilities to drive sales performance improvement. Experience firsthand the benefits of our multirater assessment tool and process by requesting a demo.

Take the first step towards unlocking your sales team's full potential and driving success in the competitive world of sales. Reach out to us now, and let the transformation begin! Please email: sales@foxsellingsystem.com

Or check us out at NBWA Go-To-Guide for Distributors.