With the Caliper’s Advisor Competency Report for Sales – New Business Development, you will gain a concise and accurate picture of a candidate’s strengths, limitations and overall potential for the job.

The product includes:

  • An elaborate report that helps with both selection and development
  • A detailed analysis of the individual’s strengths and possible development areas
  • Descriptions of potential competencies and representative behaviours in easy to understand terms
  • A phone consultation with a consultant to explain the report’s results and its implications (accreditation in Caliper also available to allow in-house interpretation and debriefing)
  • Behavioural-based interview questions to ask candidates based on assessment results in recruitment reports
  • Managing for Success suggestions, which include coaching recommendations and tips for working with the individual
  • A Function-Fit index and/or Caliper Consultant’s recommendation can be included

These salespeople focus on developing new business as opposed to nurturing existing accounts. They create opportunities by initiating contact with prospects, often through cold-calling, in order to generate interest in products or services. New Business Developers persuasively present their value proposition, find ways to get past initial resistance from prospects, and negotiate effectively in order to close sales.

Examples of Salespeople in New Business Development Positions in India are:
Business Development Executive (Sales), Producer, Sales Agent, Outside Sales Representative, Territory Sales Representative, Account Executive.

COMPETENCY AREAS MEASURED BY THIS REPORT:

Influence and Persuasion – Salespeople in new business development can effectively persuade, convince, influence, or impress others to get them to support a specific agenda, make a specific type of impression, or take a specific course of action.

Achievement Motivation and Perseverance – They display a determination to constantly improve their levels of performance. To achieve this, they set high standards and challenging goals for themselves, others, and the organisation, and they always aim to realise and exceed those goals.

Composure and Resiliency – Salespeople in new business development are able to deal effectively with pressure, maintain focus and intensity, and remain optimistic and persistent, even in hard times. This competency includes the ability and disposition to recover quickly from setbacks, rejections, criticism and conflicts, with the ability to remain level-headed in the face of hostility or provocation.

Negotiating – They recognise key bargaining points for all parties involved and work effectively toward mutually beneficial solutions.

Relationship Building – Salespeople in new business development develop active long-term professional relationships with employees based on trust: trust that they will always work toward the best interest of those involved and that they are able to get positive results.

Initiating Action – They tend to be go-getters and aim to take an important role in improving a product or service, avoiding problems, or developing entrepreneurial opportunities. They frequently display a positive attitude toward getting things done and seek out additional responsibilities that may go beyond the requirements of their formal job description.

Information Seeking – They are driven by an underlying curiosity and desire to know more about things, people, or issues that are trending in India. This involves going beyond routine questions and includes digging or pressing for more precise information; resolving conflicts by asking a series of questions; or conducting broader environmental scanning for opportunities or miscellaneous information that may be useful in the future.

Time Management – Salespeople in new business development focus on completing all work tasks in the allocated time while remaining responsive enough to react to competing demands and shifting priorities. They are able to manage multiple responsibilities simultaneously while still being organised, keeping on top of important time-sensitive tasks, and performing all work meticulously.

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