Personal interviews are an effective technique to assess salespeople’s talents and learn more about their own sales philosophy. You should start an interview by asking who and why inspires the individual being questioned in the field of sales. Team members who are familiar with top field performers are likely to have some knowledge of sales. Inquire about past selling experiences as well. “Tell me about the most difficult objection you’ve ever overcome,” for example, or “What items do you prefer to sell the most?”
Written Sales Evaluations
A broad understanding of the phases known as the selling process is required to produce consistent, dependable sales. Written examinations will provide you with information about what your employees know. In a textual format, list the steps of the selling process out of order and ask the salespeople to label them in the right sequence. In your list, include the greeting, overcoming obstacles, and qualifying. Also, put your salespeople to the test by giving them a series of questions about your items or generic products in your industry.
Role-playing provides small business managers with a deeper view of a team member’s capabilities. Role-playing exposes salespeople’s skills and flaws by immersing them in realistic settings. Create written scenarios to give to the group being assessed before the role-playing exam. Pair up the salesmen and have them exchange positions halfway through the testing session, so that each is a salesperson and the other is a potential customer. Include frequent concerns like “This is too pricey” or “This doesn’t meet my demands” in the scenarios. Observe and provide direction throughout the session, or utilise the same situations individually with your salesmen, playing the part of the possible buyer, and provide useful recommendations once the evaluation is over.
Examine the Data
Set a sales challenge for your sales team members. A monthly, weekly, or quarterly sales challenge will uncover low performers and show you who your best sellers are. A bad performance might indicate a lack of sales aptitude. Before participating in any further sales challenges, team members who aren’t up to standard should undergo additional training. After training, repeat the task and compare the figures before and after. You should see a difference in their abilities.