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Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Posts Categorized / sales assessment tools and indicators

  • Mar 21 / 2009
  • 6
Events and Seminars, Internet Marketing and SEO, Managing Complex Selling Relationships Blog, Marketing and PR, Sales Articles, sales assessment tools and indicators, Sales Blog, Sales Management Blog, Sales Training, Sales Training Video, Selling In Turbulent Times, Shane Gibson Bio

Professional Sales Diploma Program Launched in Partnership with The Academy of Learning

I have been working with the Academy of Learning for over a year to launch this program and it is now available through their network of 145 locations across Canada.

New Program Trains Sales Professionals Who Meet the Demands of Today’s Business World

Academy of Learning is pleased to announce the new Sales Professional Diploma program“ said Derek Hamill, President of LaunchLife International Inc., the franchisor of Academy of Learning. “Without sales there is no business. Academy of Learning wanted to deliver a first rate diploma program to guide and prepare graduates for top notch sales opportunities, and that’s what we did.

Academy of Learning, along with speaker, author and global entrepreneur, Shane Gibson, President of Knowledge Brokers International (KBI), designed the Sales Professional Diploma program with the goal to ensure that every student has the necessary sales knowledge and practical tools to succeed in a sales career.

This program is based upon KBI’s methodologies that have been implemented and used by leading business organizations such as SIEMENS, Old Mutual, The Certified Management Accountants of Canada, the Vancouver Board of Trade and dozens of manufacturers and leading financial services companies. Over 100,000 people in the last 10 years have attended KBI’s programs in Canada, USA, Southern Africa, South East Asia, the Middle East and South America.

This program will prepare graduates with the right skills to excel as a sales professional.

Some of the key courses and areas of focus in the program include: Principles of Selling, Business Presentations, Professional Selling, Business Negotiations & Contracts, and Business Law and Ethics. Graduates will be prepared with the right tools for lucrative sales careers in disciplines such as inside sales, outside sales, key account management, retail and large business to business sales careers. This program is ideal for individuals entering the workplace for the first time, re-entering the workplace, or current jobholders who want to upgrade or get formal recognition as a sales professional.

Labour conditions for the sales profession have remained consistent. Jobfutures.ca indicates that there is a broad variety of career opportunities in sales in fields such as advertising, wholesale, publications, hospitality, entertainment, travel, as well as in the telecommunication industry. Companies need to be competitive and that means having the right sales person who knows how to win accounts and maintain business relationships.

A labour analysis conducted by Academy of Learning shows sales positions are still key requirements in the workforce. Additional research relating specifically to the sales profession research found that:

  • Graduates of sales related programs can expect a salary at a mid to slightly higher than average annual salary.
  • The employment outlook in sales is at a good level for the coming year.
  • The Globe and Mail newspaper stated that employers are having difficulty filling Sales Representatives positions.
  • 72% of those with previous work experience found a job within one month of graduation.
  • 45% of respondents in the Canadian Professional Sales Association study on “The State of the Sales Nation” stated that finding good sales people was very challenging.

According to Rob Simas, Director, Academic Division at LaunchLife International, “the labour market findings allowed us to develop a comprehensive and focused Sales Professional Diploma program, designed to meet the outcomes and objectives of program standards used by many of the community colleges, without sacrificing vocation and integrity.”

Mr. Simas concluded by saying, “We are pleased to provide a program to individuals looking for a well-rounded introduction to sales. We are confident that this program will open the door to entry-level positions within the exciting and rewarding field of sales.”

Contact the Academy of Learning

  • Feb 12 / 2009
  • 17
Internet Marketing and SEO, iPhone Podcasts, Leadership, Marketing and PR, Sales Articles, sales assessment tools and indicators, Sales Blog, Sales Management Blog, Sales Training, Selling In Turbulent Times

What’s Your Social Media Profile?

Are you a Thought Leader? An Engaged Participant? Why not find out? This is my “beta” quiz on Social Media Profiles.  Fill it out to find out your profile. After you complete it would great if you could share your results by posting them in the comment box below. Please comment and let me know how it could be improved or expanded. Have fun!

[quiz=1]

Thank-you to Split Mango (Ubertor and WordPress Specialists) for editing the CSS and PHP for this quiz to make it legible and functioning!

  • Jan 13 / 2009
  • Comments Off on Sales Style Indicators and Job Style Indicators and Assessments
Sales Articles, sales assessment tools and indicators, Sales Blog, Sales Management Blog, Sales Training

Sales Style Indicators and Job Style Indicators and Assessments

Sales Style Job Style Indicators Assessments Profile CRG

I have been using the Sales Style Indicator from the Consulting Resource Group in my seminars and have also managed to set up a considerable network of HR, sales and recruitment professionals that now also use the tool.  Although there is no “ideal style” for a sales professional across the board, in specific types of selling such as retail auto sales or certain types of medical products that some personality styles do seem to succeed with less resistance.

Here’s how I use the tool for recruitment and even succession planning:

Step 1 The JSI or Job Style Indicator

Online Job Style Indicator (JSI)
Online Job Style Indicator (JSI)

(view a sample report) This will give me a 360-degree view of what the characteristics, attitudes, behaviors and competencies of the ideal sales candidate for that particular organization will most likely be.

It’s important to note that based upon organizational culture, geography and the leadership style of the organization that two companies or even divisions will often have varied Job Style Profiles.  Just because you do well selling for BMW doesn’t necessarily mean you will fit in at Ford.  In other words successful Ford sales people may have a different profile than successful BMW sales people because of the varying corporate cultures and client demographics.

Step 2 The SSI or Sales Style Indicator (view sample report)

Online Sales Style Indicator (SSI)
Online Sales Style Indicator (SSI)

I don’t do this profile with every candidate but if I have a position to fill it is one of the last tools I use to find who comes closest to the profile I am looking for.  The Sales Style Profile is one of the most comprehensive and consistent tools I have used for profiling and selection.  Unlike a temperament based tools like DISC or Myers Briggs type tests I find it much more accurate (personal opinion and experience) and it’s also less than $50 per assessment.

It is important to note employment law in your region as with some Canadian provinces and some states in America disqualifying a candidate because of personality style can be deemed a violation of the law.  A better way to frame the tool is that you want to understand how they will need to be managed and motivated if they in fact do get the job, the profile itself is not a determinant but a “get to know you tool.”

With that said each short-listed candidate fills out a profile online (it only takes 12 minutes ) and then we can compare and contrast how well they are aligned with the JSI, we can also determine based upon style their orientation to team work and how well they will relate to the style of their future sales manager.

From a leadership perspective when I am coaching or managing a sales team by understanding their Sales Style Profile I can save days or even weeks of effort that it would traditionally take to understand what really motivates individual sales people.

My suggestion is even if you’re a one-person show, this tool can help you improve your sales process and your approach to relating to clients and prospects.

IMPORTANT NOTE: If you manage a sales team of 20+ sales professionals or are a recruiter, I have access to  a limited number of demo or free assessments  that CRG has made available to me for those that want to test them out and compare them to what they’re using now. E-mail me at shane@socialized.me to see if you qualify.

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