It is essential for salespeople to be effective presenters in order to reach their full potential. To measure and evaluate presentation skills, one should consider the “7Cs”: congeniality, clarity, customization, comprehension, compellingness, confidence, and collaboration. Each of these can be scored from 1 to 5 and incorporated into a spreadsheet for review. To improve underperforming presenters, one should create measurable goals and action steps for improvement. Evaluations should be performed periodically to ensure changes are being made and prevent new issues.
Before evaluating presentation skills, one should understand what makes for a good presentation. Each of the “7Cs” are important, such as congeniality, clarity, customization, comprehension, compellingness, confidence, and collaboration. Different options for assessment can be used, such as asking reps to evaluate themselves, following up with customers, conducting mock presentations, participating in live sales presentations, or recording live sales presentations.
For improvement, one should work with sales reps to create measurable goals and action steps based on their weakest areas. This may mean connecting them with sales training resources, helping them strengthen their strongest areas, or assigning them to sales calls with prospects that align with their strengths. Evaluations should be repeated periodically in order to better understand the sales reps strengths and weaknesses, and make sure changes are being made.
Sales Presentation Skills: How to Measure and Evaluate Your Salespeople
Don't worry ... it's FREE!
Explore practical tactics on how to source customer reviews so you can harness their power to boost your brand and B2B marketing effectiveness by fostering trust and engagement. Learn how.
Discover four key insights to turbocharge the impact of your B2B demand generation efforts. Learn what tactics top marketers are using for better results. Dive in.
Grasp the essentials of building and managing a sales pipeline, identifying promising leads, and guiding them toward successful deals. Get started now.
When potential customers see and interact with your brand multiple times, they become more likely to become interested in what you're offering. And when sales and marketing teams work together to make multitouch lead gen even more effective, the inevitable result is a boost in conversions.
Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything to the script. Basically, they're hired to be human commercials. No wonder it doesn't work.
Sales enablement can feel worse than untangling a giant knot of half-burned-out Christmas tree lights. Luckily, a series of MarketingProfs articles undertook that metaphorical untangling. The lessons now unwound from that effort shine brightly as guiding principles of sales enablement.