Sandler Sales Evaluation

In over thirty years of managing and training salespeople, the Sandler Sales Institute (SSI) has identified several characteristics that explain why some salespeople reach the pinnacle of success; others get close, and some quit along the way. These elements—attitudes, behaviors, beliefs, and skills—are not, for the most part, innate traits. They are developed over time.

When SSI approached PTG International, Inc. in 1998, they had known for a long time how to bring out these key characteristics in their clients through their proven training program. Training and re-enforcing their training was, and continues to be, their strength. What they lacked was a mechanism to quickly identify their clients’ needs in regards to these key criteria. They felt an evaluation tool would help them design more effective training programs for their customers.

PTG worked in partnership with SSI to build such a tool. The result of this effort was the SalesEvaluation.com Diagnostic Self–Assessment (DSA). Through a series of critical questions and comprehensive analyses of responses, the DSA can effectively assess where a salesperson stands in relation to the SSI key measurements. For those new to sales, the DSA can be helpful in predicting initial success. For an experienced salesperson, this tool can help pinpoint strengths, weaknesses and areas for improvement. In both cases, this information can serve to set the focus for training and/or a performance improvement program.

Since initial deployment, PTG has worked with SSI to enhance the SalesEvaluation.com website with, among others, changes that address the needs of business professionals, capabilities for evaluating their client’s potential new hires, and internationalization modifications that allow the tool to be used in non-English speaking countries.

The partnership between SSI and PTG continues to this day. With the help of www.SalesEvaluation.com, SSI has been able to provide thousands of their clients a jumpstart to a successful selling career.