SalesScore

The first step in defining a sales position is to determine the sales style.  Sales style is “how” you go to market, or how you “want” to go to market.  There are four basic sales styles which are determined by two key factors: 1) Length of sales cycle and 2) Customer demand.

1.      Unique Value – Short sales cycle, Create demand

2.      Consultative – Long sales cycle, Create demand

3.      Account – Long sales cycle, Fulfill demand

4.      Commodity – Short sales cycle, Fulfill demand

Just as every position has a specific sales style; each style requires different sales competencies and behaviors.  Thus, success in one style does not necessarily translate to success in all styles.

Assessments are routinely used in our SalesScore™ hiring process to determine if sales reps fit your company’s sales style.  If you have an underperforming sales rep, perhaps the individual’s sales style does not match up with the position’s sales style.  Without a good match, the sales rep may struggle to succeed within your company.  With a good match, you have greatly increased your chances that you have hired a sales rep who can succeed.