About the Program

Below is an overview of the program.  For a complete instruction guide for your site, please go to your home page.  You will find links to Quick Start Guides and Complete Instruction Guides.

THREE KEY PLAYERS TO THE ENTIRE PROCESS

Administrator

An Administrator is a person who distributes the Assessments through Assessment Invitations.  This could be either a trainer who uses the Assessments in seminars or a consultant, coach or manager who might use the Assessments on an assignment with a team, a family unit, a Board of Directors, etc.

Member/User

This is an individual whom the Administrator has authorized to take an Assessment through their Assessment invitation.

Observer

An observer is someone who the member invites to complete an online observer Assessment on the member.

This is a key feature that enables members to acquire a unique 360-degree view of themselves by inviting an unlimited number of observers, within a 30-day period, to complete an Assessment on them.  Members simply type in the observer’s name and email address and that’s it.  The rest is totally automated.  The observers are sent an email from the member inviting them to complete the assessment on the member’s behalf.   

FIVE KEY COMPONENTS IN THE Sales Readiness Overview ASSESSMENT PACKAGE

The Online Sales Readiness Overview

The Online SRO is an online 32-question Assessment that only takes 5 to 8 minutes to complete.  The member reads a description of each aspect of selling and on a one to five scale determines how well this statement describes them.  Once completed, it will be determined how effective in this area the member is and generate a personalized Sales Readiness Overview Assessment Report.

One's Sales Readiness is a reflection of their natural abilities, developed skills, acquired knowledge, level of preparation and personal confidence as it relates to sales. By knowing your sales readiness in each of the 32 key aspects of selling you will know exactly where to focus your energies in order to produce the fastest and most valuable sales improvement. No more wasted time emphasizing the wrong skill when another skill is your primary problem.

The Sales Readiness Overview Report - Self Assessment

Each member receives a comprehensive personalized Sales Readiness Assessment Report once the online Assessment is completed.  It is a vital tool for improving all their personal and business relationships.  It includes a description of behaviors they exhibit most of the time, plus specific strategies for improving their effectiveness in both business and personal situations.  The report also offers suggestions for others on how they can treat the member more successfully in both business and personal interactions.

eGraph

In addition to the Sales Readiness Assessment Report, each member can also view his or her eGraph results.  This is a grid of all the 32 areas.  The member’s self-assessment is plotted with a red bar and each observer’s assessment is also plotted.  As soon as an observer completes the Assessment on the member, the result is plotted on the member’s personal eGraph with a color-coded symbol denoting either a business or personal contact. 

The confidentiality of observers is preserved.  The member just sees the colored symbols, not the observer’s name.  That way, each observer feels free to be as open and honest as possible in his or her assessment of the member.

The more observers who finish the assessment for a member, the more complete the results.  A complete 360-degree view of one’s sales readiness includes observer assessments from both the member’s personal and business relationships.

The Observer Composite Report

After at least five personal or professional observers have responded, each member also receives the Observer Composite Report.  This report will help interpret the composite results of the observers.  This is an important component to the total Assessment package because it truly completes the 360-degree perspective for the member. 

Isn’t the Self-Assessment Report accurate?  Yes, but only from the point of view of the member.  Quite often, the behaviors that are being measured are more accurately observed by others.  We know better than others what our own thoughts and motives are, however, others may be more accurate observers of our actual behavior - and it is behavior that we are intending to assess here.

Once each member has the Observer Composite Report, they will learn two things:

1. Their Sales Readiness through the eyes of others

2. Their degree of self-awareness of their own Sales Readiness

They will know more about their self-awareness because they will be able to compare their self-assessment with their composite assessments of their observers (business colleagues or clients, or friends and family), and see how similar or different they are.

How to Use the Sales Readiness Overview with Others

At the core of the Sales Readiness package is Relationship Selling™… The Eight Competencies of Top Sales Producers. Now that you are more familiar with your own primary style of selling and are aware that there are 32 overall aspects to effective selling, you can understand why some parts of selling come easily to you and others don't.  You may begin to understand how tension builds in certain parts of the sales cycle and how to reduce it in the future.

How to Use the Sales Readiness Overview with Others will be your guide to learning to treat people differently… according to their needs, not your perceptions alone.

This section is an awareness tool to help you understand how you are similar and how you are different from others.  Through simple modifications in behavior, you will see your sales and the sales of others improve!

THREE KEY SITES TO THE ENTIRE PROCESS

Administrator Home Page

This Home Page is a key tool providing flexibility for training options and important data to track member progress.  It is a personalized, private Home Page.  It allows the Administrator to:

·         Pre-purchase Assessments at a discount:
One Assessment Package includes the online Self-Assessment; the Sales Readiness Report, an eGraph, an unlimited number of observer assessments for a 30-day period; and the Observer Composite Report, all on a personalized Home Page for each member.

·         Distribute Assessments to members by simply entering each individual’s first name, last name, and email address.  Click send, and an automatic email goes out.  This is how a member becomes authorized to take the Assessment.   

·         Track the account status to see how many Assessments have been used, how many are left, and order more as needed. 

·         View the eGraphs and reports of your members who are authorized to take the Assessment.  This feature also allows you to see which members have completed the Assessment and send automated reminders to those who have not. 

·         Permit or block members from seeing their personalized Sales Readiness Report and eGraph.  Why block it?  If you want to present the members with their reports and eGraphs at the time of the training session, meeting, etc. (so the members do not get ahead of themselves), you have the ability to do so.

·         Print the collective results of up to 20 members on a single eGraph with color codes and a color key to identify each individual member.  This is great when you are working with a group and want to see at a glance where everyone falls on the graph in relation to each other.

Administrator Assessment Page

Once the Administrator distributes Assessments to members authorizing them to take the Assessment, an email is sent to the members with a link to the Administrator’s Assessment Page.  This allows the member to register and take the 32-question online Assessment.  Once an authorized member takes and submits his or her Assessment, one credit is deducted from the Administrator’s account.

Member Home Page

This is a personalized, private Home Page for each member.

It allows the Member to:

·         Invite observers to complete the online observer Assessment on the member

·         View observers invited - This is where the member can view, at a glance, all the observers he/she invited and can see who has completed the observer assessment and who has not.  For those observers who have not yet completed the assessment for the member, the member only needs to click on a “send” button, and reminders are automatically sent to observers.

·         View and print their comprehensive, personalized Sales Readiness Overview Assessment Report (if access is permitted).

·         View and print their personalized eGraph
(if access is permitted).

·         View and print their Observer Composite Report

·         Access the Using the Sales Readiness Overview with Others Section