ASSESSMENT OF SALES FORCE PERSONNEL FOR IMPROVEMENT OF SALES PERFORMANCE

摘要

Personality, behavior and competency assessment data is obtained for a sales person (or group of sales persons), particularly via a computer-implemented interface. The resulting overall individual (or aggregated) assessment data is then compared with high sales performer benchmark data to identify performance improvement opportunities that, in turn, are used to identify at least one specific action for the sales person (or group of sales persons). Such techniques may be use with sales management personnel as well. Reports based on the assessment results and comparisons thereof with high sales performer benchmark data may be created and provided to the individuals being assessed or persons associated with the individual sales persons. The personality, behavior and competency assessment data may also be used to identify predictive characteristics of high sales performers that may be subsequently used to predict other characteristics of individuals or groups.