“As we started using Momentium, I was at just about 20% below last year (YTD bookings). By using Momentium techniques with every single sales meeting and opportunity, I now have a booking showing 20% over last year. From less 20% to plus 20% is 40% differential. All due to Momentium!”
Momentium participant
Each team member possesses unique talents. Knowing the strengths of each individual and leveraging those strengths is the essence of performance coaching.
Our proven Sales Assessment Suite identifies each team member's abilities, knowledge and potential to execute. Within just an hour, each participant can complete the full suite online – any time, from anywhere. These are the tools used to compile and record key data:
Deficiency of Knowledge (D/K) – Assesses sales knowledge
Deficiency of Execution (D/E) – Assesses ability to execute
Mastery is the black belt in business. Mastery in sales is harnessing knowledge and delivering it on demand.
The Deficiency of Knowledge (D/K) and Deficiency of Execution (D/E) Assessment scores this potential. Latent sales ability is revealed as individuals become aware of what they know and what they can execute around thirty field-tested principles from the six areas of endeavour.
Pre-Momentium Assessment
Follow-up Assessment
Results of this assessment are recorded for Sales Managers as both individual and group benchmarks. After each semester in Momentium, follow-up assessments are performed to measure both increased knowledge and the ability to execute it.
OMNI5 – Assesses communication/interpersonal style
Knowing oneself and how others see you is critical to sales success. OMNI5 measures an individual's natural communication style. It provides insight into how you communicate, how others see you and how you prefer to be communicated with.
The OMNI5 Report is based on the principle that the key to effective sales communication and relationships is to allow customers to buy. Salespeople facilitate this process by identifying their customer's communication style, using their language and adapting to deliver their message appropriately.
In addition to identifying a salesperson's interpersonal style, the OMNI5 report defines all communication styles and provides specific directions to adapt to each.
VIEW Sales Assessment – Scopes out personality and interests
Identify high sales performers and glean specific insights to improve hiring, coaching and development. VIEW reveals important perspective around four distinct areas that affect performance:
- Velocity of Learning
- Interests and Motivation
- Emotional Intelligence and Personality
- Working Characteristics
The specific sales roles and Key Performance Indicators within each organization are unique. Our consultants identify the KPIs that lead to top performance within your group and apply their extensive knowledge of the sales arena and psychometrics to create a customized benchmark.
Corporate Coach Assessment
Each sales person is unique. Knowing the strengths of each individual and leveraging those strengths is the essence of performance coaching. This is where the Corporate Coach enters the big picture.
Derived from the ICES Plus Assessment, the CC Assessment emphasizes strong leadership, mentoring and listening skills. With an enterprise-overview perspective, the CC provides quantified insight into the learning style, interests, motivations and personality of each team member. Specifically, key drivers identified are Compensation Preference, Approach to Self Promotion, Approach to Risk Taking, Leadership Style and Approach to Listening.
Armed with these valuable insights, coaches and mentors build effective and productive working relationships with the people they coach. Managers better understand each rep's unique traits and tailor their coaching to maximize growth.
Once the assessments have been submitted online, top performers are benchmarked to identify specific traits that leverage success for your organization. With the help of a virtual dashboard, your data can be displayed and managed at your discretion.
Next: Tailoring Momentium
