TM
Professional Selling SkillMap
assessment and
development guide
Learning that fits. Learning that works. Learning that lasts.
• The last thing the world needs is another sales
training program, so what problem are we
trying to solve?
• Skill assessment based upon a B2B consultative
selling model
• A deep, comprehensive assessment, not tied to
any particular training program
• Compatible with all mainstream consultative
sales programs and approaches
– Miller Heiman, SPIN Selling, DISC Sales Strategies, etc.
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Product Knowledge
Handling Rejection
Asking Tactical Questions
Asking Strategic
Questions
Confirming Needs
Presenting Benefits
Time Management
Territory Management
Sales Cycle Management
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Building Rapport
Prospecting
Handling Objections
Integrity
Active Listening
Self-Motivation
Gaining Commitment
Reducing Buyer's
Remorse
• Self-Coaching
• Handling Adversity
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Prospecting
Building Rapport
Asking Tactical Questions
Confirming Needs
Presenting Benefits
Handling Objections
Gaining Commitment
Reducing Buyer's
Remorse
• A broad array of training tools are available for
each skill category including:
– E-learning course
– Workbook
– Facilitator Guide (for workshop delivery)
– Audio CD
In addition to individual results, the
administrative “dashboard” allows managers
and supervisors to view the aggregate results of
• The entire sales force
• Divisions
• Sales teams
• Other sub-groups as requested
Individual
• Online
assessment
• Actionable
feedback
Assessment
Skill
Individual • Aggregate
Work group assessment
results
Enterprise
• Blended learning
Analysis
Enterprise
Training Plan
• Broadly deployed e-learning
• Training at National Meetings
• Email and E-learning Reinforcement
• Ongoing Communication
Work Group
Training Plan
• E-learning with group discussions
• Targeted training
• Peer coaching and reinforcement
• Communication driven by leadership
Individual
Training Plan
• Targeted e-learning / audio CDs
• Individual coaching from supervisor
• Self-coaching and self-assessment
• Help others to reinforce new skills