esc sales potential profile - english version

This profile is a research tool to identify the strengths, interests, skills and motivation of a person in the context of sales. Employees who have realized their full potential enjoy their work, are motivated to share their skills and strengths optimally and are a key success factor for a company.

The esc sales potential profile contains:

Sales force

The sales force consists of proactivity and assertiveness. A high score in proactivity indicates a natural skill to take initiative, especially in relationship building. High proactivity also means that the sales expert takes responsibility for the relationship and for sales success. A low score in proactivity indicates that thinking is more important than acting. Assertiveness is the second component of the sales force. How well can he or she assert themselves in competitive market environment and how powerful can they communicate to the customer that a solution will be found? If the assertiveness factor is high, the following values are important and motivating: Strength, honor, courage, power, being respected, being firm, assertiveness, and action orientation. If the assertiveness factor is rather low, certainly other values are more important. A high level of assertiveness is especially important in rustic market conditions, such as in the construction industry. A strong assertiveness is especially important for hunters. Ideal are high assertiveness scores balanced by high scores in customer care skills.

Goal orientation

Goal orientation is made up of the target focus and success-and-competitive spirit. Good salespeople have a strong target focus. They think in outcome images and are attracted by them. This is important for sales jobs and also for most leadership tasks. A low target focus usually means a high focus on problem solving. In this case the motivation is triggered by problems. This is useful for all jobs with major responsibilities in accounting, controlling, security and quality assurance. A high score in the success-and-competitive spirit represents a solid sales optimism. The following values are important and motivating: Success, prosperity, expansion, financial freedom, desire for career and pragmatism. Motivation and entrepreneurial spirit are strong.

Customer Care Skills

Customer Care Skills are composed of the customer-is-king factor and the harmony factor. Even if sales experts have an idea of what is good and right for the customer, they can follow and serve the customer emotionally when the customer wants something completely different. That emotional openness to the customer indicates a high score in the customer-is-king factor. If this factor is low, then there is a tendency to patronize the customer, instead of serving him or her. Even if this patronized attitude is communicated only on subtle levels, the customer will react on it. If the customer needs guidance he will response in a positive way, otherwise in a negative way. A low score in the customer-is-king-factor indicates therefore a certain leadership potential and is often seen in managers. Successful salespeople can easily transfer harmony to the customer. Their perception is often centered on equality, similar life issues and shared values. A low harmony factor is associated with a critical eye, focused on differences.

Continuity

The continuity is composed of endurance and the process-oriented sales. Strong endurance indicates a certain discipline in performing routine tasks. Many sales positions have a well-structured workflow. Sales experts who have long-term success usually show good discipline in the conduct of routine activities in acquisitions by reactivating and supporting existing customers and initiating contacts to new customers. The endurance component indicates how much they are motivated in the long-term aspect of these routine sales activities. A low-endurance component often shows the motivation to create something new or to develop something. These people constantly want to explore new avenues and choices are as important to them as breathing fresh air. Vendors and managers with major responsibilities in business development often have a low endurance component for routine tasks. A high score in process-oriented sales strengthens the systematic implementation of sales strategies. The thinking is process-oriented and focused on the closing, and able to manage many parallel sales processes. Strong process-oriented sales abilities support the hunter in his work. A lower score in process-oriented sales supports the work of a farmer. The farmer supports, improves and maintains existing customer relationships, and for his work he needs a more personal touch, social intelligence and sensitivity to feelings and people. When the farmer is too much focused on people and feelings he sometimes looses the direct focus to the sales closing process.

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