On-Line Diagnostic Tools (Team Building Dimensions, Sales Management and Management)
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The Center For Global Leadership Development
PO Box 11946
Glendale, AZ 85318-1946
Phone: (623) 376-9506
Fax: (623) 379-9519
www.cfgld.com
E-Mail:

SALES

On-Line Pre-Hire Sales Assessment

SPQ*Gold - The Sales Call Reluctance Scale
This objective psychometric instrument answers a vital question: "Will this person prospect and self-promote?" This assessment is pure business not psychological. The answer is the difference between a genuine candidate and an expense. Sales managers use the SPQ*Gold to evaluate prospective salespeople and to plan the development of their current staff. It is an extremely valuable recruiting and development tool for sales managers. This test measures what people are likely to "do" in different sales situations, opposed to many assessments which measure intelligence, dominance, personality.

The SPQ*Gold Measures:
The amount of physical energy a person brings to his or her sales career.
Their goal levels and how focused they are on their goals. Which of the 12 types of Sales Call Reluctance they have --- and how much!

Relevant Applications:
SPQ*Gold can be administered to anyone in a contact-dependent work setting. This includes, but is not limited to, veteran salespeople, new salespeople, prospective salespeople, sales managers, trainers, supervisors, outside consultants, psychologists, human resources practitioners, senior management, who are either in sales or may influence the attitudes or behaviors of those who are in sales.

What the SPQ*Gold will Answer about your Candidates:
How much they will produce.
How soon they will produce.
What it will cost in time and effort to get them to produce.

Fear-Free Prospecting & Self-Promotion Workshop® (Overcome Sales Call Reluctance®)

This program is the only effective workshop for Sales Call Reluctance®. It is designed to identify and eliminate the #1 hang up that keeps salespeople from comfortably and consistently prospecting. This program is used by sales-driven organizations worldwide to manage Call Reluctance for new hires and veteran salespeople alike. Program combines accurate diagnosis with field-tested corrective techniques. Workshop is designed to produce measurable, verifiable increases in sales prospecting behavior.

What's involved in the program?
Your sales team can start making progress toward their goals in only three steps:

Step 1: Preworkshop online assessment. These assessments are grounded in 30 years of research by Dallas-based Behavioral Sciences Research Press, Inc.

Step 2: An eight-hour workshop that helps your sales team identify and overcome their selling fears. They leave the workshop with specific knowledge of their behavior and attitudes concerning new business development, plus a personalized action plan to overcome any emotional barriers.

Step 3: A four-week, one-on-one, follow-up program.
This telephone coaching program ensures a return on investment through accountability and by applying proven techniques for Overcoming Sales Call Reluctance in daily business activities.
Sales Call Reluctance is a registered trademark of Behavioral Sciences Research Press.

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Professional Selling: Concepts and Perspectives

The purpose of this course is to provide the participants with an introduction to professional selling to include the evolution of professional selling, key sales responsibilities, major trends impacting selling, traditional vs. emerging sales approaches and managing customer relationships. Additional topics will include the following: assessing sales opportunities, making effective presentations, sales teamwork and coordination, sales negotiation and managing the selling process.

Consultative Selling

The overall design of this course will provide the participants with an introduction to consultative selling to include the elements of the consultative selling process. Additional topics will include the following: developing a consultative selling strategy, understanding customers and their needs, effective sales communications, presenting yourself and your products, dealing with customers concerns, building long-term relationships and negotiating an agreement.

Sales Management

This course is designed for middle and upper level sales executives who want to better accomplish their responsibilities and achieve their organization's sales goals. There is probably no business activity as complex or important as organizing and managing a sales force. Especially today, when competition is tougher, customers more demanding, and developing and retaining people more difficult. If you are responsible for running a sales organization, you can benefit from this program by learning to cope with complex problems.