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look Succession management
Insight

The aim of the Sales Management Assessment Centre is to aid succession management planning, which refers to the identification and development of potential sales management successors in the sales organisation. The key in succession management is to create a match between the organisation's future sales management needs and the aspirations of individual employees.

A well-developed succession planning process increases the retention of superior sales people because they recognise that time, attention and skill development is being invested in them for the purpose of career development. When you continue to challenge and reward talented sales people, you eliminate their need to seek opportunities elsewhere.

Developing leadership talent is a long-term investment. A working succession system results in having more than one good salesperson available for a key sales management role. Real success requires choices between a number of qualified people. In order to have choices, you need to identify who is ready now and what it will take to make others ready when you need them.

If you are serious about more profitable selling, Edison have one of the most effective approaches. Our learning programmes will take the best sales people and make them even better. And take mediocre sales people and turn them into sales leaders.

So if you think that developing your future sales managers may be your route to increased sales success, or want to discuss it further with a member of our learning support team then contact us now!


Learning in a box

All sales courses will be soon become fully blended, giving you access to the best learning content in the most cost effective way.

Learning in a box

 

 

SALES MANAGEMENT ASSESSMENT CENTRE

The Sales Management Assessment Centre is for assessment and selection of sales managers, sales coordinators and sales team leaders who have three to five years experience in a field sales environment. This is a development process to allow sales people to demonstrate their ability to manage a small sales team or run a key account function of a large-scale sales organisation. This process is for any relatively experienced sales professional who is looking to demonstrate their ability in sales management.

What is assessed?
Assessment will run over two and a half days and will be held at either an Edison assessment centre, or can be run at a client arranged venue, where candidates will be engaged in:

  • Individual work: the candidate will be expected to solve written sales problems based on a case study and questions regarding current issues in sales management.
  • Group work: Working in groups they will be observed discussing and solving problems related to the case study.
  • Interview: Candidates will be interviewed by their assessors.  

This process assesses a candidate’s ability to apply sales management skills and techniques to a non-complex situation, or to assist in a more complex sales environment. Candidates will be assessed against 30 criteria, demonstrating that they can analyse, identify, and understand issues and information surrounding a non-complex sales environment.

RECOMMENDED FOR:
Senior sales professionals who are destined for a management role in the near future
As a learning needs analysis for existing sales managers
Consolidation of existing sales management skills
Increasing sales management performance, process and structure
Selection of new sales managers from an existing sales pool

GETTING THE ADVANTAGE:

aDVANTAGE The ADVANTAGE Business Development process represents a simple and disciplined approach to developing your business, and it can be adapted by each Business Unit of an organisation as they see fit. There are five important characteristics of the programme. Find out more...
two reasons; the customer does not perceive value in the relationship with the salesperson and the customer feels that there is too much risk attached to making a decision to buy. ADVANTAGE helps by providing the salesperson with the most up to date selling techniques - to suit the current market situation and providing ongoing support to implement the tools and techniques necessary to achieve sales success. pathfinder

WHAT IS strategic selling

The ultimate challenge to any new or experienced salesperson is selling in today's highly competitive markets where factors, which in the past had little effect on sales results, now dominate the selling process. STRATEGIC SELLING has been specifically designed to stimulate and develop creativity in selling style. To ensure that learning is transferred into sales results our Field Sales Coaching System, combining online and face to face contact provides additional ongoing support, allowing organisations to experience the benefits of continuing personal development beyond learning into profitable sales. .