New Business Development – Sales people responsible for new business development build books of business. They create opportunities by initiating contact with prospects, often through cold-calling, in order to explain products or services. Once they built interest, they work to close the sale.
Account Development – Sales people engaged in account development are responsible for expanding business. To do so, they build relationships within existing customer organisations as well as identify customer needs, matching those needs to available products or services.
Account Retention – Sales people responsible for account retention provide service to existing accounts. To do so, they build ongoing relationships with clients in order to identify their needs, offer tailored advice about products or services, and create opportunities to generate additional business.
Caliper Personality Traits
The scores on the traits shown below are indicators of your ‘default characteristics’ and the behavioural descriptions indicate the way in which that trait will tend to be expressed. However, it is important to recognise that predictions of likely behaviour are based on a combination of many different traits, and a single trait is not an absolute indicator that the individual will demonstrate that behaviour under all circumstances.
The Three Characteristics of Top Sales People are:
Ego-Drive: For the best salespeople, getting a prospect to say ‘yes’ is needed as a powerful means of ego-enhancement. The ‘yes’, even more than money, is the driving force for sales success.
Empathy: The ability to understand the needs of each prospect and to really hear what is being said enables the effective salesperson to target a proposal with accuracy and precision.
Ego-Strength: What happens when the best persuaders are inevitably turned down- they bounce back quickly and look for ways to turn defeat into persuasive victory.
Part Two of the report provides an assessment of your potential to perform a range of behaviours that have been identified as critical to successful performance of different stages of the sales process, along with description of the traits that underpin these behaviours. These behaviours have been grouped into four core competency areas: Identifying and Developing Business Relationships, Identifying Needs and Presenting Solutions, Gaining Commitment and Self Management.
Different sales roles will place greater emphasis on each of the competency areas. In addition, some sales roles require a person to score higher in certain critical traits for them to be considered likely to succeed, e.g., high ego drive and high resilience are requisites for success in a “hunter” type sales roles where high levels of rejection are common.
Caliper Natural Behavioural Tendencies
This section of the Caliper report provides an assessment of your potential to perform a range of behaviours that have been identified as critical to successful performance of different stages of the sales process, along with descriptions of the traits that underpins these behaviours. These have been grouped into four core competency areas: Identifying and Developing Business Relationships, Identifying Needs and Presenting Solutions, Gaining Commitment and Self Management. Below on the right hand side is an example of the gaining commitment competent of the report.
Identifying and Developing Business Relationships
Effective sales people need to be able to maintain high level relationships with key customers, as well as be capable of identifying and developing new sales opportunities. In addition, the sales person will be effective at networking and building new relationships at the appropriate level.
Identifying Needs and Providing Solutions
Effective sales people will adopt a consultative approach to identifying customer needs, acting as a problem solving resource in a ‘partnering’ relationship with the customer. They will then present options to customers in clear and compelling ways which demonstrate the value of the proposed solution.
Effective Sales people will be comfortable ‘asking for the business’ at a high level, as well as gaining advancements in the sales process at every opportunity. In addition, the sales person may need to secure the commitment of team members to achieve targets and undertake new behaviours.
Effective sales people are able to demonstrate high levels of self awareness and self control. They maintain their composure when under pressure, and can structure and manage their time, balancing the need to set their own agenda with the requirement to fit in a follow organisational guidelines.
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