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What if you knew exactly what your buyer was thinking? Could your sales team close more deals? Faster? Would you lose fewer customers? Could you sell into more existing accounts?
We believe you could.
Sales Rep Assessment
Our approach is built around a continuous Sales Rep Assessment driven by insights derived from the BluIntelligence Interactive Buyer Analysis System (IBAS). IBAS is fueled by direct discussions with Buyers and Customers to understand buyer preference and the relationship between preference and buying behavior.
The Sales Rep Assessment is comprised of 4 primary sections:
Professionalism - characteristics that form an overall competency perception by the buyer. Examples of professionalism characteristics include responsiveness and product knowledge.
Personality - Based on the DISC personality segments, this section measures the personality characteristics most closely associated with strong customer orientation behavior.
Management - the management section focuses on organizational influences between sales reps and sales management including coaching opportunities, the sales process, and shared objectives.
Motivation - the motivation section is driven by a random survey of sales reps and sales managers to identify the confidence and motivation levels of the sales force. The surveys are anonymous to ensure honest responses and are augmented by a periodic compensation review.