MDS 360 Sales Assessment Report Consultative Selling · Boss Peers DR Boss 2 7. I attend networking...

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MDS 360 Sales Assessment Report Consultative Selling 18 March 2015 Kitty Sample Prepared for XYZ Company Ltd. Number of Observers Boss 1 Peers 2 Direct Reports 3 Boss 2 1

Transcript of MDS 360 Sales Assessment Report Consultative Selling · Boss Peers DR Boss 2 7. I attend networking...

Page 1: MDS 360 Sales Assessment Report Consultative Selling · Boss Peers DR Boss 2 7. I attend networking events to build up more leads. Self Boss Peers DR Boss 2 8. I am clear about my

MDS 360 Sales Assessment Report

Consultative Selling

18 March 2015

Kitty Sample

Prepared for

XYZ Company Ltd.

Number of Observers

Boss 1

Peers 2

Direct Reports 3

Boss 2 1

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This report shows the scores which you (self) and your observers (boss, peers, direct reports (DR) and Boss 2) have given in response to the items in the questionnaire. These scores reflect how you and others observe and experience your skills in the workplace.

As you read your report start by celebrating areas in which you do well. Focus on the high scores and consider how you can deploy those skills to even greater effect. Then move on to your low scores. Think about which of those to focus on for your development. Prioritise skills which will add the greatest value to your overall performance in your job. Finally create a realistic individual development plan to focus on those skills.

Self with Observer ScoresIndividual SummaryOverall Summary

Group Analysis – Your Self Scores against Average Self Scores

Group Analysis – Your Boss Scores against Average Boss Scores

Group Analysis – Your Peer Scores against Average Peer Scores

Group Analysis – Your Direct Report Scores against Average Direct Report Scores

Group Analysis – Your Boss 2 Scores against Average Boss 2 ScoresGroup Summary Table

Comments and Recommendations

Scores

Everyone has a different perception of your skills. So it is normal for different categories of observers to score you differently. This is very valuable data. When you realise that certain observers do not rate your skills highly, you can take action to improve your skills in their direction. Alternatively you can explore other reasons for their difference in perception. This often creates a valuable dialogue between you and your observers.

Perception

The report is laid out in the following sections:

Report Format

Development Plan

You and your observers have used the following scoring scale: Low

Scoring Scale

High

1. Rarely (Poor)

2. Occasionally (Unsatisfactory)

3. Sometimes (Satisfactory)

4. Often (Good)

5. Very often (Very good)

6. Usually (Excellent)

Your Assessment ReportThe report is based on a set of skills which you need in order to do well in your job. It shows exactly how you have scored your own skills and the scores given by your observers. This 360 feedback gives you a remarkable insight into how other people observe and experience your skills in the workplace. This often helps you discover “blind spots” – and encourages you to find ways to improve your skills.

Ref no.: #1344

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Kitty Sample

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Self with Observer Scores

The following chart shows your own scores (Self) compared with the scores given by your observers (Boss, Peers, Direct Reports [DR] and Boss 2). If you, or they have no evidence on which to make an assessment then NE is shown. The scores from your peers and direct reports have been averaged out.

Prospecting Phase1 2 3 4 5 60

1. I have a very good understanding of my product and continuously update myself with new features/additions.

Self

Boss

Peers

DR

Boss 2

2. I scan market trends to understand the competitor position and see where and how my product best fits. Self

Boss

Peers

DR

Boss 2

3. I carry out research and resource prospective clients. Self

Boss

Peers

DR

Boss 2

4. I am confident to pick up the phone and call prospects and clients.

Self

Boss

Peers

DR

Boss 2

5. I plan calling campaigns and execute with persistence. Self

Boss

Peers

DR

Boss 2

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Kitty Sample

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6. Before I approach a prospect I research to understand their need. Self

Boss

Peers

DR

Boss 2

7. I attend networking events to build up more leads. Self

Boss

Peers

DR

Boss 2

8. I am clear about my company’s value proposition. Self

Boss

Peers

DR

Boss 2

9. I am good at creating small talk which puts clients at ease and builds up client relationships.

Self

Boss

Peers

DR

Boss 2

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Consultation Phase1 2 3 4 5 60

10. I set clear goals and objectives for the consultation stage. Self

Boss

Peers

DR

Boss 2

11. I ask probing questions to understand the client's concept. Self

Boss

Peers

DR

Boss 2

12. I ensure that I speak the “client's language” and understand what they really want. Self

Boss

Peers

DR

Boss 2

13. I recognise different people styles and modify language and behaviour to reflect the individual’s type.

Self

Boss

Peers

DR

Boss 2

14. I use confirmation questions to verify client data and have a clear picture of the client's situation.

Self

Boss

Peers

DR

Boss 2

15. I use confirmation questions to verify that my research data about the client is correct.

Self

Boss

Peers

DR

Boss 2

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16. I use open questions to uncover the client’s intentions or difficulties.

Self

Boss

Peers

DR

Boss 2

17. I know how to get past gatekeepers and consult the real decision maker.

Self

Boss

Peers

DR

Boss 2

18. I display sincerity, trust and warmth during the conversation. Self

Boss

Peers

DR

Boss 2

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Solution Phase1 2 3 4 5 60

19. I express the client’s need before I present the solution. Self

Boss

Peers

DR

Boss 2

20. I use appropriate tools to present the solution to the client. Self

Boss

Peers

DR

Boss 2

21. I present my proposal in a confident and friendly manner. Self

Boss

Peers

DR

Boss 2

NE

22. I explain to the client which options I have considered and the reasons for proposing this option.

Self

Boss

Peers

DR

Boss 2

23. During the discussion I ask questions to explore the client’s interest in the potential solutions I have to offer.

Self

Boss

Peers

DR

Boss 2

24. I give success stories, case studies and testimonials to build the client's confidence in my solution.

Self

Boss

Peers

DR

Boss 2

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Kitty Sample

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25. I invite the client to identify doubts and hesitations at the end of the presentation so that I can deal with these issues immediately.

Self

Boss

Peers

DR

Boss 2

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Commitment Phase1 2 3 4 5 60

26. I have a clear understanding of the timeline for the buying decision.

Self

Boss

Peers

DR

Boss 2

NE

27. I plan in advance so that I am prepared to enter immediately into the negotiation process.

Self

Boss

Peers

DR

Boss 2

28. I work out my best / worst limits in advance of the negotiation. Self

Boss

Peers

DR

Boss 2

29. I am able to recognise and calculate the cost/ benefit of various options effectively.

Self

Boss

Peers

DR

Boss 2

30. I am able to “think on my feet” during the negotiation. Self

Boss

Peers

DR

Boss 2

31. I hold myself personally accountable for achieving my client's desired results.

Self

Boss

Peers

DR

Boss 2

NE

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32. I show my customer the negative consequences of not buying. Self

Boss

Peers

DR

Boss 2

33. I am well prepared to close a deal by having the necessary documents ready.

Self

Boss

Peers

DR

Boss 2

34. I use creative ways to overcome client objections and create a win-win deal. Self

Boss

Peers

DR

Boss 2

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Kitty Sample

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Customer Relationship Management1 2 3 4 5 60

35. I understand and implement the company's retention policy regarding clients.

Self

Boss

Peers

DR

Boss 2

36. I understand the company's CRM strategy and align my sales approach to it.

Self

Boss

Peers

DR

Boss 2

37. I use the CRM system effectively to track sales progress and keep control of my sales funnel. Self

Boss

Peers

DR

Boss 2

38. I identify problem areas in the customer relationship cycle that score low on customer satisfaction and reduce brand loyalty.

Self

Boss

Peers

DR

Boss 2

39. I update my client records in order to have accurate data which I use to improve sales performance.

Self

Boss

Peers

DR

Boss 2

NE

40. I develop explicit strategies to gain greater business from my key accounts.

Self

Boss

Peers

DR

Boss 2

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41. I arrange ongoing business and social meetings with clients to keep customer relationships strong.

Self

Boss

Peers

DR

Boss 2

NE

42. I focus on follow up activities as soon as a deal has been signed. Self

Boss

Peers

DR

Boss 2

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Prospecting Phase

Consultation Phase

Individual Summary

The following chart shows your own scores (Self) compared with the scores given by your observers (Boss, Peers, Direct Reports [DR] and Boss 2).

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Solution Phase

Commitment Phase

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Customer Relationship Management

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Overall Summary

The following chart shows your own scores (Self) compared with the scores given by your observers (Boss, Peers, Direct Reports [DR] and Boss 2).

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Group Analysis – Your Self Scores against Average Self Scores

The following chart shows your own scores (Self) benchmarked against the average Self scores given by all participants in your group (Average Self).

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Kitty Sample

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Group Analysis – Your Boss Scores against Average Boss Scores

The following chart shows your own scores (Self) compared with the scores given by your boss (Boss) benchmarked against the average boss scores given for all participants in your group (Average Boss).

Ref no.: #1344

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Kitty Sample

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Group Analysis – Your Peer Scores against Average Peer Scores

The following chart shows your own scores (Self) compared with the scores given by your peers (Peers) benchmarked against the average peer scores given for all participants in your group (Average Peers).

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Kitty Sample

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Group Analysis – Your Direct Report Scores against Average Direct Report Scores

The following chart shows your own scores (Self) compared with the scores given by your direct reports (Direct Reports) benchmarked against the average direct report scores for all participants in your group (Average Direct Reports).

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Kitty Sample

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Group Analysis – Your Boss 2 Scores against Average Boss 2 Scores

The following chart shows your own scores (Self) compared with the scores given by your second boss (Boss 2) benchmarked against the average boss 2 scores for all participants in your group (Average Boss 2).

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Kitty Sample

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Group Summary Table

Self

Boss

Peers

DR

Boss2

Avg S

elf

Avg B

oss

Avg P

eers

Avg D

R

Avg B

oss2

1. I have a very good understanding of... 4 4 5 5.7 3 4 4.5 4 5.2 3.5

2. I scan market trends to understand ... 3 4 5 5.7 2 3.5 4.5 4.3 5.3 3

3. I carry out research and resource p... 4 5 5 3.7 3 4 5 4.3 4.2 4

4. I am confident to pick up the phone... 4 3 4 5 4 4 3.5 4 4.6 4.5

5. I plan calling campaigns and execut... 4 3 5 5 4 4 4 4.3 4.7 4.5

6. Before I approach a prospect I rese... 5 4 5 5 3 5 4.5 4.5 4.8 4

7. I attend networking events to build... 4 3 3 4.7 5 4 4 3.5 4.8 5

8. I am clear about my company’s value... 5 5 6 5 3 5 4.5 5 5.2 4

9. I am good at creating small talk wh... 4 4 5 5 4 4 4.5 4.5 5.2 4.5

10. I set clear goals and objectives fo... 5 4 6 4.7 3 5 4.5 4.8 4.7 4

11. I ask probing questions to understa... 4 4 6 4.7 3 4.5 4 4.8 4.7 4

12. I ensure that I speak the “client's... 3 4 5 3.7 2 3.5 4 4 4.3 3.5

13. I recognise different people styles... 6 4 4 5 3 5.5 4.5 4 5 4

14. I use confirmation questions to ver... 6 4 5 4.7 3 5.5 4.5 4 4.7 4

15. I use confirmation questions to ver... 5 4 4 4.7 3 4.5 4.5 4 4.7 4

16. I use open questions to uncover the... 6 4 5 5 3 5.5 4 4.5 4.8 4

17. I know how to get past gatekeepers ... 5 3 4 4.7 3 5 4 4 4.8 4

18. I display sincerity, trust and warm... 5 4 5 4.7 2 4.5 4.5 4.5 4.8 3.5

19. I express the client’s need before ... 5 4 6 5.7 3 5 4 5 5.3 4

20. I use appropriate tools to present ... 4 4 5 3.7 3 4.5 4 4 4.3 4

21. I present my proposal in a confiden... 3 3 NE 5 2 4 3.5 4.5 5.2 3.5

22. I explain to the client which optio... 6 4 6 5 3 5 4.5 5 5 4

23. During the discussion I ask questio... 6 5 6 5 3 5 5 4.8 4.8 4

24. I give success stories, case studie... 5 5 6 5 2 5 5 4.8 5 3.5

25. I invite the client to identify dou... 6 4 5 4.7 3 5 4 4.3 4.8 3.5

26. I have a clear understanding of the... 4 4 NE 3.7 3 4.5 4.5 4 4.2 4

27. I plan in advance so that I am prep... 4 5 5 5 2 4.5 4.5 4.5 5 3

28. I work out my best / worst limits i... 4 5 5 5 4 4.5 4.5 4.5 4.8 4

29. I am able to recognise and calculat... 5 5 5 5 3 5 5 4.8 4.8 4

30. I am able to “think on my feet” dur... 4 4 5 4.7 3 4 4.5 4.5 4.7 3.5

31. I hold myself personally accountabl... 6 4 NE 5 2 5 4.5 4 5 3

32. I show my customer the negative con... 4 3 5 5 4 4 3.5 4.5 5 4.5

The following table shows your own scores (Self) compared with the scores given by your boss, peers, direct reports [DR] and boss 2. The table also shows the average self scores given by all the participants in your group (Avg Self), plus the average boss scores (Avg Boss), average peer scores (Avg Peers), average direct report scores (Avg DR) and average boss 2 scores (Avg Boss 2).

Ref no.: #1344

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Kitty Sample

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Self

Boss

Peers

DR

Boss2

Avg S

elf

Avg B

oss

Avg P

eers

Avg D

R

Avg B

oss2

33. I am well prepared to close a deal ... 4 3 6 5 4 4.5 3.5 5 4.8 4.5

34. I use creative ways to overcome cli... 5 4 5 5 3 4.5 4 4.8 5 3.5

35. I understand and implement the comp... 4 5 5 5 3 4.5 5 4.5 4.8 3.5

36. I understand the company's CRM stra... 3 5 5 4.7 2 3.5 5 4.5 4.7 3

37. I use the CRM system effectively to... 4 4 5 3.7 4 4 3.5 4.8 4.2 4

38. I identify problem areas in the cus... 3 3 6 4.7 4 3.5 4 5.5 4.7 4.5

39. I update my client records in order... 5 4 NE 4.7 3 5 4.5 5 4.8 4

40. I develop explicit strategies to ga... 4 4 5 5 3 4.5 4.5 5 5 4

41. I arrange ongoing business and soci... 5 4 NE 5 3 5 4 4.5 5 3.5

42. I focus on follow up activities as ... 5 4 4 4.7 3 4.5 4.5 4.3 4.7 3.5

Ref no.: #1344

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Kitty Sample

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These are the things you should keep on doing

- Kitty is a good, lively presenter and clients like her enthusiastic style.I like Kitty because she knows a lot about our products and helps younger sales people to learn.Kitty is good in discussions and often comes up with bright ideas.She is good at building strong relationships with clients and should keep on doing that.

These are the things you should start doing

- I think she is not a strong negotiator. So she should go on a course to learn some skills.Kitty needs to be tough when negotiating with clients.she should do more detailed preparations before client visits (e.g. Find out all about client's industry).I think it would be better if Kitty attends more networking events and gets the company's come around.

These are the things you should stop doing

- She should stop dumping all her follow on responsibilites to the Ops Team.Kitty talks a lot. So sometimes she should stop talking and instead listen to the client.It would be good if she could stop interrupting others when they are speaking.

Comments and Recommendations

Your observers were invited to give written comments and recommendations to the following 3 questions: - What things do you want him/her to keep on doing? - What things do you want him/her to start doing? - What things do you like him/her to stop doing?

Their responses are shown below.

Please note that these comments and recommendations have not been modified or corrected in any way. They are shown in random order to maintain anonymity for your different observers.

Ref no.: #1344

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-- End of Report --

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Kitty Sample