Sales DNA® Analysis is designed to help sales organisations gain insight into the competencies of their sales team and enable leaders to leverage this insight in their recruitment and performance management processes. A complete Sales DNA® Analysis is comprised of the following five components:

Development of a gene-chart – The gene-chart defines the required sales competencies anchored with demonstrated behaviour descriptions to successfully assess a sales force.

Individual scorecards – Based on 180° scans (self- and management-perspective), the Sales DNA® scorecard provides insight into the individual competency gaps as defined in the gene-chart.

Consolidation into a Sales DNA® dashboard – The dashboard provides management with an insight into the competency gaps in the sales organisation as a whole and clusters thereof.

Competency coaching workshop – Sales leaders learn how to leverage the sales dna® scorecards in their recruitment and performance development processes. They are equipped with skills and development recommendations to provide individual feedback.

Integration into daily business – Current practices for recruitment and performance development are aligned to incorporate the Sales DNA® Analysis.

Minimised recruiting risks – by thoroughly assessing candidate selling
competencies
Increased sales force performance – by identifying competency gaps and
required behaviour changes
Enabled sales management – to effectively leverage the competency
insight through effective coaching and people development
A common structured process – to increase the effectiveness of performance
development and recruitment

Sales DNA® Analysis applies to all sales and sales leadership functions.
A complete Sales DNA® Analysis from designing the gene-chart to identifying the individual and organisational competency gaps and conducting the feedback sessions takes between four to eight weeks.

GMC Software Technology, Huntsman, Johnson Matthey Catalysts