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Get the latest information about SSI from our new website
As with any industry professional, selling has a body of knowledge that determines where a person will excel and what they will find challenging. The Sales Skills Index is an objective analysis of a person’s understanding of strategies to use in each stage of the sales process. The Sales Skills Index (SSI) was created for outbound professional salespeople where knowledge of the sales process is critical.
The Sales Skills Index can be coupled with a structured coaching program and the SSI CD series to create a complete development tool that can be run in-house for a low cost per head by sales managers. Contact us for more information on how we can help you build a sales development process for your team.
SSI explores a person's knowledge in the following categories:
1. Prospecting: Identifying and sourcing new business opportunities.
2. First Impressions: The first face-to-face interaction with a new prospect.
3. Qualifying: Questions to identify under what conditions a prospect will buy.
4. Demonstrating: The product or service presentation phase
5. Influencing: This is the persuasion and objection handling phase.
6. Close: This is the asking to buy stage – or opening a business relationship.
7. General: This is an overall score for understanding of the sales process.
The SSI was developed by William T Brooks (professional sales trainer and author) and Bill J Bonnstetter (Chairman of TTI). The index was developed over a two year period and included the input from top level salespeople and trainers from around the world. The final product was a universal skills index for professional salespeople.
Knowledge of the sales process and successful strategy is only one component that leads to sales success. Sales behaviour, attitude, personal interests, product knowledge and more are all part of the picture. With the information provided by the SSI, an organization can internally validate how a solid understanding of the sales process can lead to success.
It is important to consider this tool measures a person’s knowledge in the sales process and not their behaviour or motivation. For this purpose check out DISC, Workplace Motivators or for the complete picture see TriMetrix.
The SSI is a powerful tool to use when recruiting and developing salespeople. The information in the report will provide potential areas for development and areas that could strengthen your existing team. Click on the link below to view a sample Sales Skills Index report.
The Success Insights Sales Skills Index takes 30-40 minutes to complete online. By responding to 54 sales scenarios the respondent will receive a 9 page report that ranks their understanding of each stage in the sales process against top salespeople. This report is a great diagnostic tool for managers to identify where team members might need additional coaching. For a FREE sample of the Success Insights SSI profile simply complete the form below.
* (Strictly one FREE profile per organisation.)
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We work with many trainers, consultants, coaches and recruitment companies around the country. As a coach, trainer or consultant you can access each of our profiling tools and place your own marketing tags and information on them. DTS guarantees the best distributor support and assistance in the country.
To learn more about opportunities as a distributor contact us on:
02 9360 5111 or email
DTS International
Phone: 02 9360 5111
Fax: 02 9360 5199
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