performance is a complex subject with lots of factors involved. That puts measuring sales performance into the realm of science rather than guesswork and assumptions.
The payback from using assessments is great:
Here are 6 reasons to use an assessment as opposed to relying on gut feeling:
Confidently measuring sales performance or potential requires the use of a sales assessment. Using The Growth Pitstop™ each team member completes an online assessment. It takes just 24 minutes, so it is a pretty efficient (as well as scientific) way of capturing a lot of sales performance related data.
The Growth Pitstop™ assessment is a scientific tool. It has been carefully designed to ensure the highest levels of validity and reliability. That is simply another way of saying that we have gone to great lengths to ensure that the assessment measures the right things in the right way.
The use of a standard sales assessment instrument is key. Using a standardized assessment ensures that all members of your team are looking at the issue of sales performance in the same way. That enables peer and best practice comparisons in order to challenge old thinking and/or inspire new thinking. It also enables tracking over time.
The scope of The Growth Pitstop™ assessment is comprehensive. It addresses 109 carefully chosen key sales success related variables.
It took more than 5 years of research with the top 15% of salespeople across 40 markets to identify the key success factors in selling. It also spawned 3 books and over 1 million pages of best practice research.
The assessment takes a 360 degree view of sales performance in all is complexity. It is an ‘in the round’ view of performance taken from all angles – that includes the salesperson’s, as well as the manager’s perspective.
Importantly it’s not about measuring people, BUT the sales performance & potential of the organization. The approach de-personalizes and de-politicizes sales performance. That is key to minimizing response bias, more fundamentally it enables a 360 degree view of performance.
The Growth Pitstop™ is one of the most comprehensive assessments available to sales teams. Its scope includes all those aspects that impact sales performance.
The PitStop also incorporates a view of sales success from ‘the other side of the table’ that is from the buyer. This is based on our industry-leading research into the trends in modern buying – something for which we are recognized as among the global leaders (ES Research 2013, USA).
Putting the scope aside for a moment, The Growth Pitstop™ assessment holds a mirror up to how you and your organization sells. As a result you may be surprised at what you see!
The approach is aimed at generating awareness of what is done well and what needs to be improved. It generates a new perspective on the sales performance and potential of any sales team. Click here if you would like to learn more about how the assessment data reveals hidden sales potential.
The assessment obviously captures a lot of data, but it is how that data is used is what matters most. The Growth Pitstop™ puts insight ahead of information. It avoids analysis paralysis by providing not reports, but maps and other infographics. It also presents 4 perspectives on performance:
Click here to understand the importance of the 4 perspectives in understanding sales team performance.
Your metrics data is used to calculate the impact of changes in the sales approach on your target. Most importantly users are provided with tools and techniques that they can apply to address their key priorities.
The Growth Pitstop™ is a family of assessments with tailored versions for different industry verticals and sales role definitions (e.g. account managers, business development, etc.). Importantly, it is sales methodology agnostic and can be used in any organization regardless of the maturity or origin of its sales process/methodology.
Information submitted to the assessment is completely CONFIDENTIAL. The data is governed by our strict data policy and maintained in a secure hosting environment. Here are some of the other features of the assessment (you can see an explanation of each by clicking here).
Click to download the Growth Pitstop™ Asessment Infographic