Sales IQ Plus Assessment
Sales IQ Plus provides feedback for your individual skills by assessing your effectiveness in
eight areas. When used with an
effective selling strategy, this information enables you to effectively self-manage and
consistently reach your sales potential.
Voted #2 Top Assessment Tool!
What’s really holding back your sales potential?
Most people know that the measure of a salesperson’s success is their ability to make
sales. However, how can a sales manager or organization determine a sales professional’s
current skill level, and how can sales professionals effectively identify their own
areas of improvement, while finding practical solutions for correcting them?
As with any profession, there are a multitude of skills, behaviors, knowledge, and
attitudes involved in successful selling. Improving sales performance requires
periodically examining all of these areas. The Sales IQ Plus assessment offers an
objective analysis to answer the question, "What is keeping this person from selling
more?"
From insight to action: A blueprint for sales growth
The Sales IQ Plus assessment is an objective analysis designed as a starting point — a type
of
‘personalized map’ for your sales knowledge at this moment in time. It tells you where you
are, why you are there, and how to improve by offering specific insights and responses based
on your assessment results.
This assessment takes approximately 30 minutes to complete and consists of 48 questions that
guide you in assessing each of the eight primary sales competencies.
From this, you will be able to accurately and more easily:
Overcome challenges with clear, actionable strategies
Simplify sales training to accelerate team success
Zero in on the areas that drive the biggest results
Build lasting confidence that boosts performance
Equip your team to sell any product or service in any market
Reveal every sales applicant’s strengths and growth opportunities
Deliver targeted training and management support where it matters most
The eight primary sales competencies
A sales "competency" is a category of selling proficiency that contains a number of different skills
and knowledge components. By assessing your
effectiveness in each of these
areas, you will gain critical insight into your sales competencies:
Preparing
Preparing for the sale and preparing yourself is key. You can be well prepared with information and sales tools, but if you are not in the appropriate frame of mind or do not appear professional to the buyer, you might not get the sale.
Targeting
Targeting explores the markets or groups you may target as prospective buyers. Then we focus on the individuals you will contact. This includes the sales strategies and tactics you select for each target market.
Connecting
Connecting is the initial sales contact step, where you must appeal to people intellectually so they will see you as a credible resource, and emotionally so that they will trust you. Without either, you may be inhibited from learning enough to effectively help them and make the sale.
Assessing
Assessing needs and wants seeks to uncover what to sell and how to sell it, primarily through asking the right questions and listening for the answers. As they say, “In sales as in medicine, prescription before diagnosis is malpractice.”
Solving
Solving the buyer’s problem, or fulfilling their need, is where most sales attention has been placed in the past. During this step, you present your ideas and solutions, tell your stories, and demonstrate your product to show how your solution best meets their needs.
Confirming
Confirming is the sales phase where you gain the prospect’s commitment to buy. Confirming is achieved only after you have shown the ability to solve the prospect’s problem. Historically, this has been known as “closing” the sale.
Assuring
Assuring clients that what they’ve been promised will be received is critical to customer retention. This is where relationships are built - customer loyalty is earned when you give more than expected, simply because it’s in the best interest of your customer.
Managing
Managing is the final phase of the sales cycle, where you continue to manage the sales process, the account, and yourself. Ultimately, you are your own ‘sales manager’. This is the place where you must do what needs to be done to follow through.
Top-rated assessment tool 4 years in a row
This award-winning sales skill assessment was jointly developed by best-selling authors Jim Cathcart (Relationship Selling), Jeffrey Gitomer (The Sales Bible), and Dr. Tony Alessandra (The Platinum Rule for DISC Sales Mastery). Borrowing upon the wisdom and experience of these three authorities, Sales IQ Plus measures a sales professional’s understanding of the strategies required to sell successfully in any environment.
Available languages
Our award-winning Sales IQ Plus assessment is currently in multiple languages. See our sample reports page for the list of available languages and to view sample reports.
Additional Team Report
Sales IQ Plus is also available as a team group report, giving organizations a clear view of their sales team’s collective strengths, gaps, and development opportunities.
Frequently Asked Questions
Is there a Team Report for Sales IQ Plus?
Yes! Your online assessment account includes access to a "Team Report" function designed
specifically for Sales IQ Plus. This tool is FREE and can be generated in unlimited numbers!
Simply select any combination of individuals who have taken the Sales IQ Plus assessment. At a
glance, the team and their leaders will be able to draw new insights based on the comparison of
the group results.
How often should the Sales IQ Plus assessment be taken?
We recommend administering the Sales IQ Plus assessment three times each year. As you master one
area of selling, another area might need your attention. Nobody can attend to all areas all of
the time, so occasional check-ups will make a big difference in maintaining a constant state of
self and sales improvement.
How can an upper-level sales leader or executive use Sales IQ Plus? What
about a new or veteran sales professional?
Determine your organization's overall sales effectiveness and identify the most-needed training
by having each salesperson complete an assessment. As a supervisor or sales manager, you can use
Sales IQ Plus as a coaching tool, comparing your observations alongside a candidate's Sales IQ
Developmental Chart to determine exactly which aspects of sales effectiveness they need to
improve that are most relevant right now. You can streamline your coaching rather than make it
general. Sales professionals can learn more about their current effectiveness in all aspects of
selling to get a clear idea of which skills to refine first. Some skills may develop at
different times, and others may require additional modifications or attention in different
circumstances. Whether new to sales or a seasoned salesperson, the Sales IQ Plus will provide
you with the objective means for honing your craft.
For 20+ years, we have provided consultants, coaches, and corporations the tools to optimize hiring processes and maximize performance. Our validated assessments, flexible platform, and exceptional support have positioned us as a "Global Leader in Assessment Technology."
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