Hi. I work on sales training for an organization. One of the objectives of this training is that the sales consultant demonstrate the components of the sales process. Currently, the consultant performs roleplays at the end of class to demonstrate that they have acheived these skills.

Is there another way that I can evaluate their knowledge? My opinion is that the current evaluation is extremely subjective. (We have trainers who deliver this course in several different cities).

Any thoughts?

My experience is there is always a big gap between how salespeople perform in role plays and what happens with real customers. The sales process is always much more fluent and dynamic because the customer doesn't have a script.

The best way to evaluate salespeople is to observe them in front of customers and also to look at their numbers before and after the class.

Hello famudst:

Do you screen out people who don't have a talent for sales? If yes, how do you measure that talent?

This may be an administrative burden, but if they're experienced salespeople can you measure pre- and post-sales revenue results?

quote:

Originally posted by Bob Gately:
Hello famudst:

Do you screen out people who don't have a talent for sales? If yes, how do you measure that talent?

Hi,

To my knowledge, we have an interviewing process that would be the tool that we use to identify those with sales skills.

Interesting question... how does your company weed out those without sales talent?