KOAN Sales DNA gives you a clear picture of the qualities and points of attention of a sales professional.
The research outcome is based on extensive empirical research with sales professionals in the center and their direct professional environment as feedback givers on a pre-defined list of sales competences.
The report consists of two parts:
I. Descriptive : The first section describes the strengths and weaknesses of a vendor as a function of the classical tripartite division. For each domain you find the most important strengths that lead to success in sales and the points of attention that may hinder the sales success. This way you get accurate information on how to best guide the respective sales person in his professional development in the field of sales.
II. Predictive : In the second part of the report, you find the ten competencies derived from the research as the most important ones for a sales person. Hereunder you find the list:
Hunter
Farmer
Technical-Commercial
You can find in this part of the report per sales competence 8-10 concrete behavioural indicators, each of them highlighting a facet of this competence. On each of these behavioural indicators the concerned person gets a 1-5 score that you can read as follows:
You can use the Koan SalesDNA report as support for:
Selection of sales staff
Internal mobility from sales support staff to field sales functions
Defining the training needs
Establishing your organizational blueprint of sales success.
Herewith you can map the strengths of your current team and give the best possible support. Also, you can use this blueprint to strengthen your current them by using this blueprint as a frame of reference when hiring new sales staff.
To want to contribute to a better world through our support of People and Organisations with the best Talent Instruments, Reports, Guidance and Co-creation.
