SPECIAL OFFER - B.E.S Build Effective Sales

Do you need an effective tool to evaluate your sales force? Is your company organising the same training over and over again, but you feel that it is not tailored to its current needs and challenges? Or maybe you are looking for a survey to show you the true potential of your sales candidates?

Employee efficiency assessment as a big challenge

Assessing the effectiveness of sales staff can be quite a challenge. This is because it is very difficult to measure. Moreover, tests used to assess salespeople usually check only general competencies, not skills that are related to the specific stages of the sales process.

In addition, normal personnel tests and questionnaires often rely on personal declarations given by employees - this means that they do not test their actual competence. This, in turn, means that, as you may have noticed, employees who come to the company often do not ultimately fit in with yourexpectations.

What is the B.E.S test?

The Build Effective Sales is a study which will solve your problems perfectly. It will help you learn more about the behaviour, attitudes and competences represented by your employees. You will also find out how they operate at specific stages of the sales process. You will gain a number of benefits from it, which we detail below.

 

Benefits of the B.E.S test

Here are the key benefits associated with the SES test.

Increased employee productivity

Thanks to the SES test it will be easier for you to improve the efficiency of your employees in various fields. You will also learn what their main strengths are and in what areas they should develop, which in turn will most likely result in greater efficiency in the long run.

Possibility to create an employee ranking

What's more, our survey will also allow you to create a unique employee ranking. You will be able to check how a given person looks compared to your subordinates, as well as 1,400 other salespeople from all over Poland who also performed the same test.

Easier recruitment

The B.E.S test will also serve you during recruitment - you can use it to check the sales skills of candidates for a sales position. This, in turn, will make it easier for you to find an employee with the right talents - one who fits the profile of your company or organisation perfectly.

A tool tailored to Polish conditions

It is worth noting that our tool was created by Polish psychologists, salespeople and other sales professionals. Why is this so important? Mainly because many similar methods have been developed by foreign specialists who have no idea about selling in Polish conditions.

Opportunity to test practical knowledge

Our tool is also based on the concept of the so-called Practical Intelligence, developed by Sternberg and Wagner. It checks the so-called hidden knowledge, i.e. practical knowledge obtained personally. This in turn enables problems to be solved on a sales level.

Who is the B.E.S testintended for?

From the B.E.S test the most benefits are for:

Trading companies
Service companies
B2B companies
Companies from the insurance sector
Telecommunications companies.

Moreover, it is intended – in fact – for every company that employs sales specialists.

Which competences does the B.E.S test check?

Wondering what skills does the B.E.S testchecks specifically? Here they are.

 

1.Acquisition of customer information

This skill hardly needs to be explained: by gathering the most relevant information, you can, for example, adapt your communication style to the customer's personality, which in turn promotes better sales.

2.Reaching out to key people in the company

Sometimes the sales person has to reach the decision-maker who determines the purchase of a particular product or service. The test also checks such skills.

3.Ensuring price protection

The salesperson should assume that it is not necessary to lower the price to convince the customer to cooperate, even if the customer puts a lot of pressure on it.

4.Overcoming customer doubts

A competent sales person should be able to skillfully refute allegations related to the offer he or she is presenting to the customer.

5.Making the offer more attractive to the customer

A competent sales specialist is able to present an offer in such a way that the customer no longer even feels like checking out what the competition is offering. It is also important that the salesperson maintains high standards in doing so, in line with business ethics.

6.Gathering information from the customer

The SES Test also checks the sales professional's ability to obtain important information from the customer at strategic moments, e.g. when the customer raises objections or wants to decline an offer and become interested in a competitor's proposal.

7.Overcoming the objections of a customer who is stalling

Some customers make purchasing decisions very slowly. The task of the salesman in such a situation is to encourage and motivate the customer to finally place an order and decide on a specific product or service.

8.Determination to reach the targets

The salesperson should be determined to achieve the targets set, e.g. to meet the sales plan. It is also essential that they knows how to create for himself the conditions in which he works most effectively.

9.Building customer loyalty

A loyal customer is the one who always returns to us. However, for this to happen, you have to be able to build lasting relationships with a given person, based on mutual trust - thanks to this, they will not decide to accept the competition's offer.

10.Caring for the company's image

Every company makes mistakes at times. In such a situation, it is important to speak about them in a very diplomatic manner so as not to accidentally discourage your customer.

It is worth noting that each benefit constitutes one separate module in the test.

This means that there are as many as 10 in total in the entire package.

What do you get when you opt for the BEStest?

Deciding to trust the SES test, you will not only receive the above modules, but also a studywhich describes the specific competences tested, as well as a graphical and tabulated result profile.

 

In addition, we will provide you with a comprehensive report with our recommendations. It will include specific recommendations for further development of specific skills that the study suggests need to be improved. We will also send you a special sheet - it will allow you to plan all necessary activities accordingly.

How does the whole survey take place? How does it work?

To use the full potential of our tool, just 3 steps are enough.

1. Let's start with the fact that the entire survey is performed remotely. For your employee to participate, he should receive an invitation to the provided e-mail address.

2. The employee should then take the test on a computer - internet access is required to do this. Afterwards, simply send the finished test to us.

3. In the next step - we provide you with the finished test results. This should be done within a maximum of 24 hours.

It is worth pointing out straight away that one SES is designed for one person. It covers 50 different situations that a trader encounters in the course of their daily duties. It is his job to address them appropriately - this is important in order to be able to win customers and achieve the sales plans set out.

What else is worth knowing about the B.E.S test?

We also offer the SES test in an English-language version. Thanks to this, if you have foreign salespeople working for you, you will also be able to check their skills and competences. It is worth noting that the SES testboasts high predictive validity, as it was tested on a sample of 1,400 traders.

Bet on the B.E.S test!