With the Caliper’s Advisor Competency Report for Technical Sales, 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

Technical Sales professionals create sales opportunities by using their technical expertise and product- or industry- specific knowledge. An individual in this type of role may be the primary salesperson in a technical or scientific sale or may act as an expert in their field working together with another sales professional. Technical Sales professionals use their expertise to build credibility and gather important information or specifications, allowing them to present clients with targeted solutions and close sales.

Examples of Technical Sales Positions in India are:
Sales Engineer, Pharmaceutical Sales Representative, Product Sales Representative, Product Manager, Medical Device Sales Representative, Account Manager (Technical).

COMPETENCY AREAS MEASURED BY THIS REPORT:

Analytical Thinking – Individuals in a Technical Sales position are able to understand the underlying concepts in complex information, identify the roots of problems, and come up with solutions based on the available information.

Influence and Persuasion – They 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.

Information Seeking – Technical Sales professionals 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.

Relationship Building – They 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.

Negotiating – Individuals in a Technical Sales position recognise key bargaining points for all parties involved and work effectively toward mutually beneficial solutions.

Business Acumen – They 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 within India.

Learning Agility – Technical Sales professionals 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.

Planning and Priority Setting – They determine priorities, processes, and practical actions that are necessary to achieve a goal or idea. They are involved with creating detailed action or project plans, including objectives, responsibilities, time frames, standards, review stages, and eventualities.

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