SALES DEVELOPMENT CENTRES
Our Sales Development Centre methodology is a value-adding process brought to you by FULLRAY. We provide direction, focus and guidance to client organisations with regard to sales assessment and development solutions.
Sales Development Centre Technology Structure
A Sales Development Centre is a structured process that uses group and individual simulations to assess/determine an individual’s current ability, skills, and training needs in a sales context. The individual’s performance is evaluated against a number of sales competencies regarded as being of critical importance for an effective sales person in a particular context. It is therefore an approach to obtain an indication of an individual’s competence to perform at a target level in a sales context. The assessment focuses on the individual’s behaviour during certain sales simulations. The set of simulations capture the major aspects of the role.
Several individuals participate simultaneously in the Sales Development Centre and their behaviour is observed by trained Observers. Depending on the context, assessment is done by using a combination of methods (i.e. individual versus group simulations, etc.). The information generated from the simulations is classified under behavioural competencies. Delegates attend a debriefing session at the end of the Sales Development Centre, which explains the various techniques, exercises and competencies used during the Centre. Delegates receive feedback, a comprehensive feedback report and an individualised development plan within two weeks after attendance of the Sales Development Centre.
Sales Development Centres are normally designed around specific sales roles in client organisations and the competencies and simulations are constructed to adequately simulate the sales roles and the environment in which they function.
A simulation is an exercise which simulates a typical situation faced by people in a specific sales role and in a specific context. It requires the same outputs as the real situation. To perform effectively during a simulation, the delegate is expected to use a variety of sales competencies. The different sales exercises/simulations are specifically developed around the client sales context. Examples of typical sales simulations are:
The different sales simulations are designed around the specific client needs, context and typical sales situations.
All our observers are hand-picked and adequately trained in behaviour observation and assessment. All our observers/facilitators are registered Psychologists and registered with the Health Professions Council of South Africa. Sales Managers are also actively involved in the design of the simulations and they are also actively utilised as co-observers and role-players during the Sales Development Centre.
Psychometric Assessment Instruments
Psychometric assessment instruments can also be used in a Sales Development Centre. In this regard, clients have a choice of instruments ranging from Personality Questionnaires, Personality/Social Styles questionnaires, Values and Motives Questionnaires to a variety of Cognitive Instruments. The psychometric data and the information generated from the simulations are interpreted and carefully integrated and presented in a comprehensive integrated report.
A major reason for using psychometric instruments is to assist with development decisions, as these instruments provide critical information that cannot be obtained easily in other ways. If we wish to gain information about a person’s specific aptitudes and abilities and about their personality, attitudes and values then psychometric tests provide invaluable information.
Our Sales Development Centre methodology adheres to the Assessment Centre Study Group (SA) requirements and standards as well as international good practice. We only use psychometric instruments that are accredited with the Health Professions Council of South Africa. In this regard, we are licensed to use a variety of quality and carefully selected psychometric instruments. These psychometric instruments are backed by extensive research and validation studies and are administered by qualified Psychologists.
Comprehensive and carefully integrated competency-based reports and detailed sales development plans are prepared for each delegate who attended a Sales Development Centre
Construction and Implementation of a Sales Development Centre
Depending on specific client needs we normally follow a phased approach in the construction and implementation of a Sales Development Centre. The phases are briefly described below:
Phase One – Job Analysis and Competency Profiling
Phase Two – Sales Development Centre Construction
Phase Three – Present Sales Development Centres
Phase Four – Workplace Feedback
Sales Development Centre Methodology Benefits
Some of the benefits of designing and implementing a Sales Development Centre are: