More
about the SalesKEY™ method
Established in 1996 SalesKEY™ is the
most popular sales assessment tool in North
America with over 9000 assessments undertaken
each year. More recently SalesKEY™ has
penetrated the European market, especially
Scandinavia where around 2000 assessments
are now taken each year.
For more information visit www.saleskeysolutions.com
How
SalesKEY™ works
SalesKEY™ is a sales behaviour test
NOT a personality test (there is no correlation
between a person’s personality and sales
performance – a flaw in generic psychometric
tests).
The tool is based on the much-proven
(and straightforward) fact that the most successful
sales people are those who consistently and
comfortably initiate contacts with customers.
Therefore, SalesKEY™ assessments measure
19 key behaviours which impact the ability
of Sales people to initiate contacts and identifies
areas for their personal development. The
tool essentially views any “sales-call
reluctance” as an emotional short circuit
stopping a sales person from doing what they
KNOW needs to be done. By reviewing the behavioural
results the assessor can identify ‘why’
there is poor (or good) contact initiation
performance.
What are the results?
The test is taken on-line (still unique for
this type of assessment) and takes about 30
minutes to complete. The results are available
instantly and enable an immediate one-to-one
feedback session of about 60 to 90 minutes.
The assessment has 4 parts – reflecting
four incremental development stages of a sales
person’s productivity:
• Sales
Quotient
• Basic
abilities needed to initiate customer contact
• Training
•
Leveraging the company’s
resources (products, Value Proposition etc..)
• Sales Style
•
Advanced relationship
skills, consultative selling ability
• Productivity
•
Maximizing contacts/account
penetration etc.
Who should do the test?
The test is applicable for all levels of sales
people in an organisation, from New Hire to
Sales Director. Although the focus is on sales
basics these are widely recognised as the
proven basis of performance issues in any
sales, account management or business development
role
Many non-sales people take the test, to gain
an understanding of ‘sales short circuits’
that may exist, subconsciously, in their activities.
Many HR professionals within large organisations
take the test – for two reasons. Firstly
because it helps them understand the key strengths
and needs of sales personnel for which they
often have a recruitment and training responsibility.
The second reason is that SalesKEY™
is increasingly becoming a tool for recruitment
of sales people as organisations realize the
accurate assessments it can provide with regard
to behaviours for sales achievers and non-achievers.
Assessment Pricing
Structure
Vista Business Development is fully certified
to deliver SalesKEY™ assessments, feedback,
coaching and reports.
We charge per assessment or per client for
multiple assessments requests. For more information
on SalesKEY™ assessments please send
an e-mail to saleskey@vistabusiness.org
For more
information on any aspect of Sales Behavourial
Assessments and the SalesKEY™ tool please
contact us at saleskey@vistabusiness.org
