Seller Skill Assessment

Accelerate frontline seller performance with data driven action planning

Today’s frontline sellers find themselves tasked with selling increasingly complex deals to larger and more functionally diverse buying groups — all with decreasing access to customer stakeholders. Do your sellers have the skills and tools necessary to succeed in this environment?

Chief sales officers and other sales leaders can use the Seller Skill Assessment to pinpoint areas where their sales force struggles the most, target training and enablement efforts to improve in those areas and sustain meaningful seller behavior change where it matters to drive high-quality deals.

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    What are the benefits in participating

    The Seller Skill Assessment consists of three discrete survey modules that work in concert to evaluate seller skill across a range of dimensions proven to drive commercial performance. They include:

    • Sales Execution Module: Intended for all quota carrying sellers, this module measures sellers’ skill in differentiated behaviors proven to drive commercial performance including insight selling, Sense Making, and navigating customer consensus.
    •  Account Management & Planning Module: Designed for account managers and key account managers, this module assesses account growth oriented behaviors as well as overall account planning effectiveness (including review frequency, organizational support, and seller perceptions of value of activities conducted).
    • Virtual Selling Experience Module: Intended for sellers who sell virtually, this module will help organizations understand sellers’ perceptions of their virtual selling experience, organizational and customer challenges when selling virtually, virtual customer engagement, as well as the value of virtual selling systems, tools and support.

    What you get for participating

    • Interactive Results Platform: Explore your results on the Gartner Pulse Platform to compare custom segments of your data.
    • Customized Report:  A detailed picture of the state of frontline seller skills at your organization including benchmarks of peer organizations.
    • Action planning: Save time interpreting the report with a results walkthrough and next steps guidance from our experts.
    • Ongoing Access: Retain a historical perspective with repeat participation and monitor trends with updated benchmarking.