SPE (Sales Potential Evaluation)

Diagnosis and development
The web-based potential analysis SPE (Sales Potential Evaluation) provides you with a valid and reliable assessment of the sales potential of each individual member of the sales team as well as recommendations how best to develop that potential.
The 16 detailed factors are grouped together to form the 4 main factors “Systematic Action / Planning”, “Social Competence”, “Personality” and “Stability”. For each factor you are provided with a description, the interpretation of your results for that factor and specific recommendations for development. The custom interpretation of particularly notable factors, correlations between different results in the test profile as well as a detailed recommendation for the further development of the sales team member are included in an individual report. This report is always put together by an experienced and certified sales expert.
The use of the SPE provides you with immediate and objective feedback on strengths and areas of development. In turn, this information can be used to see where specific coaching sessions or differentiated training seminars would be of use. It is the first step to developing sales talent and motivates even experienced sales personnel to improve in both their areas of strength and areas of development.

Application and issues addressed

The SPE helps you find answers to your questions on the topic of sales:

• How high is the potential of our sales personnel really?
• Which aspects of sales competence specifically do we need to target and
  how can we improve our sales team in a targeted manner?
• Where do we stand in comparison to other companies?
• Which mindsets or behavioral patterns do we need to develop in order to
  sell more?
• Who are our top performers? Who among them can and needs to
  develop and in what areas?
• How can we motivate our experienced sales staff to participate in a
  development process?

Potential applications of the SPE include those areas in particular where you would like to assess and systematically develop the sales potential of current and potential sales team members.

• Recruiting and hiring processes
• Identifying sales talent and high potentials
• Potential-oriented training and sales coaching
• Sales-Force-Effectiveness
• Sales Audit

CEVEYGROUP – Solutions with SPE
The SPE is an integral part of any comprehensive consultation with the intent of generating solutions to increase the efficiency of the sales team. We structure the following topics to best suit your company’s needs and provide systematic support for the development of your sales department:

Sales-Force-Effectiveness programs with SPE
Using a combination of potential evaluations and systematically structured training components, we develop the sales skills in a specific, targeted manner. In addition to general soft skill training, topics such as price negotiations, closing techniques, selling solutions, value proposition and sales personality are core components of the program.

Using SPE to choose sales team members
By including the SPE potential measurement, we considerably increase the quality of assessment centers. The results not only provide a better prognosis but also provide you with a sound development plan rooted in the potential level.

Sales Audit, Sales Appraisal and differentiated Training Programs
Bundling the sales teams’ profiles clearly indicates where strengths and areas of development lie. The probability of a successful implementation of your company’s sales strategy can also be assessed. Additionally, these can be used to develop differentiated potential oriented trainings that suit the needs of the individual sales team member.

Sales coaching sessions and accompanied field visits
The combination of learning by doing and SPE is extremely effective. The immediate coaching input in the field is interpreted keeping in mind the potential factors. The coaching sessions can then specifically address the relevant drivers of success, allowing for rapid, sustainable learning.