Sales Professional Effectiveness

Sales Professional Effectiveness Assessment

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The Value of the Customer Relationship

Today strong companies measure their salespeople by more than just their ability to close sales. Increasingly, the salespeople who are the most valued within an organization are those who have the skills to develop and maintain excellent relationships with their customers. As more and more companies understand the real value of a customer over time, these skills are becoming even more important.

What Factors Create a Satisfied Customer?

A high standard of behavior on the part of the salesperson in the customer/supplier relationship reflects what customers really want and expect. Through extensive breakthrough research and by scientific validation of their results, Dr. Kenneth Brodeur has identified the common predictors of customer satisfaction in any customer/supplier relationship. These factors are consistent in literally every industry, and all are present in some form with any product or service.

Applying these factors to the customer/salesperson relationship was accomplished by using a matrix-analysis approach. The result is a series of values-based indicators that can be used to measure customer/salesperson relationship excellence.

That’s what the Sales Professional Effectiveness Assessment is all about.

The Sales Professional Effectiveness Assessment

No matter what product or service you represent in your career as salesperson, it has been proven that implementing best practice customer/supplier behaviors in the areas measured by the Sales Professional Effectiveness Assessment will result in higher return and recommend rates and increased customer loyalty- the keys to long term profitability for any business enterprise.

Using a self-assessment approach, this behavioral transformation tool will help you identify your own areas of strength and weakness as they pertain to your relationships with customers. When used correctly, it is guaranteed to create and sustain sales personnel improvement at all levels of your sales team.

By applying the predictors of total satisfaction as the value base for salesperson effectiveness, you will reinforce the critical factors to maintain and improve all your customer/salesperson relationships. Not all changes can be implemented by the salesperson alone. Some may require an organizational shift in policies or procedures.