{"id":17916,"date":"2022-06-06T17:43:13","date_gmt":"2022-06-06T15:43:13","guid":{"rendered":"https:\/\/www.igmanagement.it\/persona-global-eng\/sales-competency-assessment\/"},"modified":"2023-06-09T10:46:03","modified_gmt":"2023-06-09T08:46:03","slug":"sales-competency-assessment","status":"publish","type":"page","link":"https:\/\/www.igmanagement.it\/en\/persona-global-eng\/sales-competency-assessment\/","title":{"rendered":"Sales Competency Assessment"},"content":{"rendered":"\t\t
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Sales Competency Assessment\u2122<\/span><\/h2>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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\n\t\t\t\t\t\t\n\t\t\t\t\t\t\tWhat it is\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Sales Competency Assessment\u2122 (SCA)<\/strong><\/em> is a structured investigation and coaching tool for the professional development of professional sales in various sectors. SCA focuses on processes, techniques, and behaviors closely related to performance and success in sales and provides a powerful, practical, and comprehensive investigation tool (customized Survey) that assesses a seller’s core competencies at every stage of the sales cycle.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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Sales Competency Assessment\u2122<\/strong><\/em> allows you to:<\/p>

  • train your sellers in the most successful sales techniques<\/li>
  • improve your ability to build and maintain high sales performance<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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    • increase individual awareness of such skills, develop sales potential and performance.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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      \n\t\t\t\t\t\t\n\t\t\t\t\t\t\tMethodology\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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      Sales Competency Assessment\u2122 is characterized by intensive practical activities, supervision, and role-playing, designed ad hoc to simulate real sales situations. Based on the results of the SCA Survey, the trainer structures his\/her training intervention in a targeted way on the skills really needed by the group of participants, without wasting time on those already acquired and already applied by the sales team. The combination of feedback from the SCA Survey and the SCA Workshop will introduce your sellers and their sales managers to a new and effective training and experiential experience, in order to increase their effectiveness in sales and negotiations. The feedback from the Survey will include:<\/p>

      • Overall results<\/li>
      • General analysis of commercial performance<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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        • Analysis of the seller’s sales performance (how he\/she perceives himself\/herself, how he\/she is perceived by the manager and customers)<\/li>
        • A detailed analysis of the feedback concerning the following areas:
          • Preparation<\/li>
          • Making contact<\/li>
          • Needs analysis<\/li>
          • Product presentation<\/li>
          • Service Line<\/li>
          • Objection handling<\/li>
          • Negotiation<\/li>
          • Closing the sale<\/li>
          • Listening skills<\/li>
          • Etc\u2026<\/li><\/ul><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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            Sales Competency Assessment<\/strong><\/em> allows you to:<\/p>

            • accurately identify the strengths and areas for improvement of each individual seller on the team<\/li>
            • provide personalized coaching for salespeople based on their level of skill and competencies<\/li>
            • create consensus within the organization on the sales objectives to be achieved and the measures to be adopted to reach them<\/li>
            • focus the training path on the performance and objective competencies demonstrated by the sellers, in order to systematically monitor their performance and supervise them effectively and specifically (personalized role-playing on real cases)<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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              Authors<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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              Jean-Benoit Parat & Fran\u00e7ois Pham \u00a0<\/strong>
              Partners and Consultants, Open\u2019 Act\u00a0<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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              Sales Competency Assessment\u2122 was developed by Open\u2019 Act in Paris (France), a consulting company led by Jean-Benoit Parrot and Mr. Francois Pham – two industry experts who have conducted extensive research in the assessment of sales competencies in various sectors over the past 15 years. Open\u2019 Act is the headquarters of Persona Global\u2019s European Office, LCD, and official partner of Persona GLOBAL products.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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              Sales Competency Assessment ™ Customers<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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              • Agridis (Agriculture , France)<\/li>
              • Bang & Oluffsen (Manufacturing\/Durable Goods, France)<\/li>
              • Cavaltour (Travel\/FMCG, Spain)<\/li>
              • Chloride Group PLC (Pharmaceutical\/Chemicals, U.K.)<\/li>
              • Coopervision (High tech, U.K.) Equant (Telecommunications ,Spain)<\/li>
              • GDF SUEZ (Energy, France)<\/li>
              • Grand Hyatt Singapore (Tourism-Hotels, Singapore)<\/li>
              • Kaiser Distant (selling of MRO goods, France)<\/li>
              • Kraft Maintenance, Repair & Operation (France)<\/li>
              • Merck Sharp & Dohme (Chemicals & Industry, France)<\/li>
              • Nandi Toyota (Automotive, India)<\/li>
              • On Q Business Systems (Information Technology, Australia)<\/li>
              • Osim International Ltd. (Bank, Finance & Insurance, Singapore)<\/li>
              • Xerox (Office Products\/Services, France)<\/li><\/ul><\/div><\/div><\/div><\/div><\/div><\/div>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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                Bibliography<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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                B Perrier, Le vendeur developpeur: modernit\u00e9 commerciale et d\u00e9veloppement d\u2019activities, Les Editions PUG
                Amatheiu, Ecologie des strategies de vente, Les Editions ESF
                Whiting, Les cinq grandes r\u00e8gles de la vente, Les Editions Dunod
                Moulinier, Les entretiens de vente, Les Editions d\u2019Organisation
                W DelAunay, D\u00e9velopper vos capaciti\u00e9s de vendeur, Les Editions Dunod
                PY, G\u00e9rer son secteur de vente et son portefeuille de clients, Les Editions d\u2019Organisation
                Zigmund, Basic Sales Skills: Business to Business, Lightell
                D Pernel, Le client d\u2019abord! La d\u00e9marche Qualit\u2019e dans la vente, Les Editions d\u2019Organisation
                Stephens, Customer-Focused Selling: Understanding customer needs, Building Trust and Delivering Solutions, Adams
                Duverdier, En avant dans las vente de services, Les Editions Presse du Management
                Costat, Techniques de vente les plus effi caces, Les Editions Presse du Management
                D Leroux, Les dimensions cach\u00e9es de la n\u00e9gociation, Les Editions INSEP
                The Art of Business Negotiation, Harvard Business Review, 1991
                U Fisher, Getting to Yes, Patton
                Hamon, N\u00e9gocier avec suc\u00e8s: pr\u00e9parer, piloter, et r\u00e9ussir ses n\u00e9gociations, Les Editions Nathan
                Y Lelouche, F Piquet, La n\u00e9gociation Acheteur\/Vendeur, Les Editions Dunod
                E Tronnes, Closers: Great American writers on the Art of Selling
                BERNOLE, Le coaching des vendeurs, Les Editions d\u2019Organisation
                D ZEYL, Animation et contr\u00f4le de la force de vente, Les Editions d\u2019Organisation<\/p><\/div><\/div><\/div><\/div><\/div><\/div>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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                Persona GLOBAL\u00ae is a worldwide provider of assessment tools and methodologies for businesses, specializing in change-oriented leadership, communication, organizational alignment, sales, customer service, and management. Persona GLOBAL\u00ae’s surveys and methodologies are currently available in over 70 countries; its programs have been translated into 38 languages. More than 1,400 Persona GLOBAL\u00ae certified professionals worldwide support their clients as strategic business partners.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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                Some companies that have benefited from Persona GLOBAL\u00ae’s programs:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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                • BMW<\/li>
                • Mitsubishi<\/li>
                • Disney<\/li>
                • Coca-Cola<\/li>
                • Hitachi<\/li>
                • Applied<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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                  • Materials<\/li>
                  • Dell<\/li>
                  • Computer<\/li>
                  • IBM<\/li>
                  • Alcatel<\/li>
                  • Motorola<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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                    • British Airways<\/li>
                    • Japan Airlines<\/li>
                    • Credit Suisse<\/li>
                    • American Express<\/li>
                    • SONY<\/li>
                    • Music Entertainment<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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                      \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"\"\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

                      Sales Competency Assessment\u2122 What it is Sales Competency Assessment\u2122 (SCA) is a structured investigation and coaching tool for the professional development of professional sales in various [\u2026]<\/span><\/p>\n","protected":false},"author":1,"featured_media":0,"parent":17611,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"inline_featured_image":false,"_price":"","_stock":"","_tribe_ticket_header":"","_tribe_default_ticket_provider":"Tribe__Tickets_Plus__Commerce__WooCommerce__Main","_tribe_ticket_capacity":"0","_ticket_start_date":"","_ticket_end_date":"","_tribe_ticket_show_description":"","_tribe_ticket_show_not_going":false,"_tribe_ticket_use_global_stock":"","_tribe_ticket_global_stock_level":"","_global_stock_mode":"","_global_stock_cap":"","_tribe_rsvp_for_event":"","_tribe_ticket_going_count":"","_tribe_ticket_not_going_count":"","_tribe_tickets_list":"[]","_tribe_ticket_has_attendee_info_fields":false,"footnotes":"","_tec_slr_enabled":"","_tec_slr_layout":""},"class_list":["post-17916","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"\nSales Competency Assessment - I&G Management - Formazione e Consulenza dal 1988<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.igmanagement.it\/persona-global\/sales-competency-assessment\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Competency Assessment - I&G Management - Formazione e Consulenza dal 1988\" \/>\n<meta property=\"og:description\" content=\"Sales Competency Assessment\u2122 What it is Sales Competency Assessment\u2122 (SCA) is a structured investigation and coaching tool for the professional development of professional sales in various [\u2026]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.igmanagement.it\/persona-global\/sales-competency-assessment\/\" \/>\n<meta property=\"og:site_name\" content=\"I&G Management - Formazione e Consulenza dal 1988\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/IGManagementMilano\/?locale=it_IT\" \/>\n<meta property=\"article:modified_time\" content=\"2023-06-09T08:46:03+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.igmanagement.it\/wp-content\/uploads\/2022\/06\/Sales-Competencies-Assessment.jpg\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.igmanagement.it\/persona-global\/sales-competency-assessment\/\",\"url\":\"https:\/\/www.igmanagement.it\/persona-global\/sales-competency-assessment\/\",\"name\":\"Sales Competency Assessment - 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