With the Caliper’s Advisor Competency Report for Strategic Selling, 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
Salespeople who engage in Strategic Selling establish themselves as experts and business partners in India. They take advantage of their knowledge of the client’s business, industry, product, or marketplace to bring new insight, challenge assumptions, or ask difficult questions the customer may not have thought about. The Strategic Seller must establish the credibility to position her or himself as a confident, strategic partner. Through this sales process, they are challenging their clients to find a deeper understanding of their business, the issues they face, and their path moving forward, which ultimately results in closed sales.
Examples of Strategic Selling Positions in India are:
Strategic Selling is about how the sale occurs rather than about what is being sold or whether the target is a current customer or a prospect. This model may apply to many different sales job titles.
COMPETENCY AREAS MEASURED BY THIS REPORT:
Influence and Persuasion – Strategic salespeople are effective in persuading, convincing, influencing, or impressing others in order to get them to support a specific agenda, make a specific type of impression, or take a specific course of action.
Strategic Thinking – They develop and help drive a shared understanding of a long-term vision that describes how the organisation needs to operate now and in the future.
Learning Agility – Strategic Salespeople are able to discern patterns in data, recognise relationships between concepts, and can rapidly apply learning from one context to solve comparable problems in different contexts.
Active Listening – They reach mutual understanding in communication with others by expressing genuine interest in the content and meaning of other people’s messages. They ask clarifying questions to ensure they’re aware of the situation and to get more information, and they rephrase what is said to ensure they understand the meaning and interpretation.
Business Acumen – Strategic Salespeople make well-grounded business decisions based on a deep understanding of the company’s business models, strategic goals, and relevant policies, as well as best practices and current technologies in their own discipline or functional area.
Organisational Savvy – They gather and accurately gauge information related to the organisation’s formal and informal communication channels and drive relationships.
Relationship Building – Strategic Salespeople 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.
Planning and Priority Setting – They determine priorities, processes, and practical actions that are necessary to achieve a goal or idea. Production Supervisors are involved with creating detailed action or project plans, including objectives, responsibilities, time frames, standards, review stages, and eventualities.
Composure and Resiliency – Strategic salespeople 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.