The Synergy Sales Capability Assessment Program™ was created following lengthy consultation with Sales Leaders across Asia Pacific. Sales Leaders consistently encounter the following challenges. - Lack of sufficient performance information on sales people to support improved coaching by managers
- Lack of constructive dialogue between sales managers and their teams
- High staff turnover in Sales staff
- Poor adoption of training and change initiatives
- The need to better prioritize and track ROI on sales training investments
- Varying levels of experience and capability amongst sales teams = varying levels of success at managing and growing sales opportunities
These recurring problems ultimately impact upon sales performance and profitability. In response, The Synergy Group Consulting team leveraged it’s considerable expertise to design a ground-breaking solution to help managers address these challenges. Working in co-operation with key clients we built a World-Class process for measuring the capability of each Sales Person and teams across the Asia Pacific Region in 5 languages. Key outcomes of the Synergy Sales Capability Assessment Program™ - Allow Sales Leaders to understand the skills and competencies of their Sales Resources and directly address their development needs
- Highlight the Top Performers and potential High Flyers along with those individuals who demonstrate the skill level and who can share their knowledge through creating a mentoring culture
- Generate productive development discussions between Sales Team individuals and teams in determining more effective account strategies and successful problem resolution
- Equip Sales People with the Skills, Behaviours and Mindsets to develop stronger, deeper relationships with key clients and become their Trusted Advisor
- Significantly increase the share of the market in the targeted solution areas
- Improved Return On Investment on training expenditure
- Each Sales Person gains knowledge and understanding of their own personal strengths and areas for development creating intrinsic desire to achieve their full potential
What is the Synergy Sales Capability Assessment Program™? The Synergy Sales Capability Assessment Program™ is a comprehensive process for measuring the effectiveness of an entire sales team across a range of key sales competencies. The competencies and stages of the sales process that are assessed are jointly determined in consultation with Synergy and the client, to reflect specific aspects of the client’s particular sales process. The assessment is the first stage of an ongoing, customer-centric Sales Capability Assessment and Development Curriculum designed to equip sales professionals with the sales strategy, methodology and skills to transform individual and team sales results. How does it work? The Assessment Sessions provide an opportunity for participants to practice and demonstrate their skills in a simulated live environment. Their performance is videoed, critiqued and assessed with the view to improving skill levels and identifying areas for development. Participants must navigate their way through the phases of a complex solution sale including: - Opportunity Identification
- Initial contact
- Requirements Gathering
- Presenting the solution
- Negotiating and preparing a written proposal
- Closing the sale
At the end of the process, a detailed training plan and report is provided for each individual, team or region highlighting their development requirements. By the end of the Assessment Sales Leaders will be able to answer many key questions such as: How capable are my team at building urgency within a client to act? How well do my people build the perception of value in the client’s mind about our solutions and products? Do my sales people handle objections competently? How good are my team at articulating our Value Proposition? To learn more about the Synergy Sales Capability Assessment contact one of our consultants,
Telephone: 61-2-9238-6633 or Email: info@thesynergygroup.com.au |
Sales Capability Assessment™ 
