The Corporate Coach Report provides a better understanding of a person’s natural approach to significant work situations and/or job requirements. This report provides a user guide or quick reference guide to working well with your salespersons. The Approach to Work scales are derived from the personality scales of the Prevue Assessment. What follows is how these Prevue Scales can be applied in Sales Coaching.
This scale provides information on the importance of work to the participant. Some people see work as a means to an end while others define themselves by their work. People who live to work (10) can be described as Type A personalities. They are outgoing, ambitious, rigidly organized, highly status-conscious, impatient, anxious, proactive, and concerned with time management. People with Type A personalities are often high-achieving workaholics.
This scale distinguishes those who approach new ventures or issues with caution from those who approach new ventures with optimism. Selling is one of the few roles in which people actively choose to face rejection in order to achieve success. You need to kiss a lot of frogs to find a prince! If you are involved in cold calling you will have to make about 10 to 20 phone calls to get through to a decision maker. About 80% of buyers will say no 5 times before they’ll say yes. You have to be optimistic to put yourself through all those rejections.
This scale provides information on Leadership Style. It is measured from 1 for those who prefer a nurturing style of leadership to 10 for those who are naturally inclined to a more demanding Leadership Style. The democratic management style (1) is rooted in collaboration. These types of leaders seek input from their salespersons before making business decisions or delivering solutions. They engage employees by remaining open to new ideas and granting salespersons the freedom to use their voices to share their opinions. A commanding (10) management style is centered on results and efficiency, and usually devoid of any collaboration.
This scale identifies the extent to which someone prefers a structured work environment with a fixed routine versus a dynamic fast changing working environment. Selling is a skill, and some people are better at it because they’ve worked at it. It’s what salespeople do besides selling that makes a difference in sales productivity. These are the habits, the fixed behavior and the established routine of a salesperson throughout the whole sale process. Most of us take these habits for granted, but in truth, they lay the foundations of our work ethic and business strategy.
This scale distinguishes those who are forceful in their approach to conflict from those who avoid conflict by being accommodating. Unfortunately, many salespeople have been trained that they can bully the customer into the close. Most customers will find this insulting and get turned off immediately. Sales bullying comes in many forms but they are all obsolete today.
This scale identifies whether a person is more motivated to work by a secure salary or by performance-based remuneration. Based on Herzberg's theory of worker motivation, commission has more effect in getting sales employees to sell more. With commission pay, you pay employees a percentage of the revenue they generate.
This scale identifies whether a person is reluctant (1) to put themselves forward while those who score (10) are extremely self-assured. The root causes of call reluctance vary from salesperson to salesperson, but it often stems from a few common sources: fear of rejection, lack of practice or preparation, or lack of self-confidence. Successful sales people are confident! Potential customers gain confidence through their interactions with the salesperson. When a salesperson believes strongly in what they are doing and why they are doing it, the result is self-confidence.
This scale distinguishes those who approach new ventures or issues with caution from those who approach new ventures with optimism. Selling is one of the few roles in which people actively choose to take risks. If you are involved in cold calling you will have to make about 10 to 20 phone calls to get through to a decision maker. About 80% of buyers will say no 5 times before they’ll say yes. Salespeople have to be optimistic to take risks and face rejection.
This scale is measured from 1 for a person who tends to dominate a conversation to 10 for a person who is an exceptionally sympathetic listener. The most effective salespeople know that listening is the most important part of their job. The better your sales reps' listening skills, the better their sales conversations will be – and the more deals they'll win.
Prevue assessment is available in English, Francais, Deutch, Arabic, Russian, Espanol, Portuguese, Dutch and Indonesian. The Prevue Corporate Coach Report is an off-the-shelf employee development solution for your salesforce. Contact us to get started.