Salesperson diagnostic

Self-assessment and manager assessment on 18 items, then a 90-day plan for each seller.

You do not know where each seller is strong and where help is needed

Use it when: You want an evidence-based conversation with each seller, not an impression.

Up to 10 sellers, one price for the whole team. A manager or an owner uses the diagnostic to talk with each seller about strengths and gaps from written answers instead of impressions.

Each seller works through 75 items in five short questionnaires, 40 to 60 minutes in all. Your own assessment adds 18 items per person, about 10 minutes each. Levels are read from the middle of the answer scale. Since there are no population norms, nobody gets ranked against the profession.

For a decision about pay, dismissal or hiring, look elsewhere: the report is not meant for that. Before you start, the guide also asks you one question. If the report shows something you do not like, what will you do with it? If the honest answer is to punish, do not start.

Day one, a Monday for example: write down the one question you want the diagnostic to answer. Then give the Employees sheet 15 minutes and set a date to tell the team.

When that date comes, explain what the diagnostic is for and that each employee sees their whole report. Only then send out the questionnaires.

While the answers come in, fill in your manager assessment for each person. Scoring runs in the Excel file (file 04) and produces one report per person (file 05). Until your own data is in, the two sample reports and the sample team summary show what the result looks like.

A finished report takes 15 minutes to read. Mark two questions for the conversation and book a 60-minute meeting. The conversation guide takes you from the report to a 90-day plan for that seller.

Questions