In this article I would like to focus on another tool to perform a Sales Skills Scan. This tool is the "Sales Skills Checklist" that lists per step in the sales process the crucial sales skills to use. We developed it together with our customers and their Sales Forces. The major benefits are:

• Involvement of the sales force, which is going to use a tool they developed.
• Increased commitment to work with it.
• Full understanding of every word and the meaning of it, which takes away useless discussions.
• Increased individual accountability.
• Increased insight where each sales person stands versus these crucial skills.
• Focused coaching sessions based upon the results of their scans.
• Detecting faster individual and team issues.
• It permits to develop a tailor made development plan for each sales person and for the whole team.
• When the Sales Manager performs his sales skills scan per sales person, he can compare his perception with the perception of his sales team member. Afterwards he can focus on the gaps, so gaining time to move on faster.

If you see other benefits please let us know.

If you are interested to know more about this process namely the Sales & Marketing Improvement Process (SMIP) click here. You can perform a small test here to get to know where your Sales Force stands. For Sales Training programs click here.

Wishing you a great 2023 the SMIP Benelux Team.