Sales Skills

Sales and Service Skills Assessment

Gemini develops and delivers skills assessments in partnership with SkillMeasure, a Florida-based sales performance consulting firm that helps companies achieve revenue, profitability and market share objectives. Click here to read a case study, written by SkillMeasure, involving one of these skills assessments.

Sales Process Improvement Starts with Assessment

We consider the selling of sophisticated business solutions as a definite sales process and not an art-form. To achieve Sales Process Improvement and maintain market prominence, our clients must identify, assess, and document the key steps within this process so that these elements can be embedded within the organization to attain the required overall improvements and business objectives.

Our improvement methodology is founded on the research of recognized experts within the Human Performance Management field and the related sales process tools that we have developed record and analyze the key elements of an organization's customer facing sales processes. These tools then perform sales process assessments against these key elements and report valuable improvement opportunities to managers.

Our Sales Process Tools

Our extensive library of sales process assessment and analytic tools allow organizations to increase the ROI of sales training, implement and maintain proven sales processes, measure and assess the organizational condition with respect to stated business goals. This improvement in the sales process ensures alignment of sales and service groups with the target market to truly reconnect with the customer.

Our sales assessment processes identify and highlight profitable customer communication models for organizations and, to the surprise and reassurance of many of our clients, they find these models are already in place, in some form within parts of the organization. Sales Improvement can often be realized from within as opposed to being mandated by a consultant or by following a successful competitor.

So although sales process improvement comes from within, our approach is not about remodeling existing systems or behavior patterns. Nor is about trying to change the customer or reacting to predicted changes in the market. It is about ensuring that the key beliefs and culture that were the basis of past success are employed to generate an environment that welcomes changes and that is committed to improvement and to success.

Sales Process Assessments in Action

We tailor our approach to meet your organization's sales improvement or other business objectives according to one of four improvement opportunities:

Maximum Training ROI

• Pre-intervention assessment
• Match to business needs
• Post-intervention assessment

Improve and Proceduralize the Sales Process

• Measure on-ground absorption rates
• Assess support by sales management

Refocus on Customer

• Compare alignment of sales and support arms
• Assess skills and knowledge required to execute implementation strategies

Establish Organizational Capability

• Assess and record current state for pre or post events (acquisitions etc.)
• Affect resource/ leadership changes