Sales IQ Plus Assessment
people know that the measure of a salesperson’s success is their ability
to make new sales. However, how can a sales manager or organization predict
a sales professional’s current skill level? Likewise, how can sales professionals
see through the opaque lens of self-bias and identify their own areas
of improvement, while finding the practical solutions for correcting them?
As with any profession, selling has a body of knowledge related to successful
execution. There are a multitude of skills, behaviors, knowledge and attitudes
involved in any successful sales career. To know how to improve your own
sales performance requires that you periodically examine all of these
aspects. The Sales IQ Plus assessment offers such an objective analysis
and essentially answers the question, “What, specifically, is keeping this person from selling more?”
This award-winning sales skill assessment was jointly developed by best-selling
authors Jeffrey Gitomer (The Sales Bible,) Jim Cathcart (Relationship
Selling) 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.
Winner for 3-years
in a row! (2015-2017)
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, along with some vital selling traits. A sales "competency"
is a category of selling proficiency that contains a number of different
skills and knowledge components. All eight competencies combine to provide
an overview of your current selling effectiveness.
Each of the eight primary competencies is explored from a variety of perspectives:
Preparing for the sale and preparing yourself. You
can be well prepared with information and sales tools, but if you
in the appropriate frame of mind, or if you do not appear
professional to the buyer, you might not get the sale.
Targeting explores the markets or groups you may
target as prospective buyers. Then, we focus on the individuals with
whom you will make contact. This includes the sales strategies and
tactics you select for each target market. Poor targeting with great
selling skills would result in limited success because you would be
selling to the wrong people.
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 as a person. Without either, you are inhibited from learning enough
about them to solve their problems and make a sale.
Assessing needs and wants uncovers what to sell
and how to sell it, primarily through probing and listening. As they
say, “In sales as in medicine, prescription before diagnosis is malpractice.”
Solving the buyer’s problem, or filling their need,
is where most of the sales attention has been placed in the past.
This is the part where you present your solutions, tell your stories,
demonstrate your product or describe the outcomes that buying will
produce. At its lowest level, this is a sales pitch. At its highest
level, this is a dialogue where you prove there is great value for
them in buying from you.
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, but the truth is that it
is not an end, but the beginning. It is at this point that the sales
professional begins serving the customer and they, in turn, begin
paying for the value they receive.
Assuring clients that the value promised will be
received is critical to customer retention. This is where relationships
are built and customer loyalty is to be given (by you) more than expected
Managing is the final phase of the sales cycle,
where you manage sales and accounts and self-manage yourself. Ultimately,
we are all our own ‘sales manager’. This is the phase of selling where
you must make yourself do what needs to be done, even when you do
not feel like doing it.
By assessing your sales effectiveness in each of the eight areas, you will
gain an overview that enables you to be a much more effective self-manager
and consistently successful sales professional.
Note: Each situation was developed and validated by sales professionals to reflect real sales strategies used by today’s sales force.
Is there a Team Report for Sales IQ Plus?
Yes! As with our four DISC “Team Reports,” your online assessment
account includes access to a “Team Report” function designed specifically
for Sales IQ Plus. Likewise, this tool is FREE and can be generated
in unlimited numbers!
Simply drag and drop any combination of names for those individuals
(i.e. your clients or employees) who’ve already taken the Sales
IQ Plus assessment. Your account will populate their Sales IQ Plus
results into the Team Report software and generate the PDF report
document. At a glance, coaches, trainers and sales managers will
be able to draw new insights based on the comparison of their group
This makes it an excellent tool for coaching workshops and most
often, for sales managers who want a bird's-eye view of a team’s,
department’s or company’s sales reps. Coaches and managers alike
will be able to more quickly spot and diagnose “knowledge gaps”
common among the greatest number of their group’s members. This
enables them to most effectively determine where to focus their
group coaching and trainings, among other things.
Similarly, this tool will also help users identify where the greatest
commonality of strengths lie. Wouldn’t it be nice if you could assemble
sales teams for special projects based on valuable, concrete data?
Like all of your accounts features and functions, we’re ready and
willing to provide you a personal screen-share tutorial. Call or
email us today!
How often should the Sales IQ Plus assessment be taken? (click here)
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? (click here)
Determine your organization's overall sales effectiveness and identify
the most-needed training by having each of your sales people complete
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. You can be surgical
in your coaching, rather than general.
How can a new or veteran sales professional independently benefit from the Sales IQ Plus? (click here)
Learn more about your effectiveness in all aspects of selling and
you will have a clear idea of which skills to refine first. Selling
is a skill, and self-assessments like the Sales IQ Plus will provide
you the objective means for honing your craft.
The Sales IQ Plus report will provide feedback on an individual’s strengths
and weaknesses. From this, you will be able to accurately and more easily:
- Develop a plan to overcome the individual’s weaknesses
- Simplify sales training
- Focus on areas that produce results
- Build confidence
- Identify the sales strategies that are needed to sell a specific product/service
in a given market
- Identify every new sales applicant’s strengths and weaknesses
- Identify specific training or management needs of a salesperson or
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.
Sales IQ Plus (Sample Report)
Sales IQ Plus Managers Coaching Guide