Dinesh Divekar
Business Mentor, Consultant And Trainer
Hr & Administration Specialist
It, Hrm, Operations
+1 Other

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Dear all,
Am doing a on going process of assessing the skill gap of sales executives in my organization. Is there any methodology to assess the skill gap of them apart from self assessment. please suggest me some methods and help me to finish this assignment

Self assessment cannot be very helpful, assuming by self-assessment an assessment by the individual to be assessed.
Very critical for sales personnel is the understanding of the organization's strategy which should drive the Job-Task-Analysis, in turn driving the required attributes at each level.
Such assessment requires input from all levels starting from the VP-HR (or whoever heads the HR function at the top) and the COO, coupled with managers at each level.

Dear Vaideki Krishnan,

Salespersons require the following skills:

a) Listening skills
b) Questioning skills
c) Negotiations skills and so on

However, training your salespersons on these skills in isolation will not serve your purpose much. What you need to do is to create customised sales process to sell your product/services. You need to embed all the necessary skills in the process itself. When they learn the process, they will learn the supporting skills automatically. The benefit of having your own process is that sales persons may come and go and process will remain with you and day by day or month by month or year by year it will get enriched further.

However, it may be noted that making standardised sales process is no easy task. It requires lot of efforts and field visits along with the salespersons.

Second thing what matters most is ability of the sales person on maintaining the records on how the sales call was handled. This record helps them in handling their future calls effectively. This record is also the part of the sales process.

I conduct the training on "Effective Selling Skills". As a part of the training, I help companies in customising their sales process. If you wish you can avail of my services. You may obtain approval from your management and we can go ahead thereafter.


Dinesh V Divekar


Dear Vaideki Krishnan
This is what we do...
1) list skills required
2) define rating
3) from immediate superior take rating of required v/s actual
for eg. For Sales person X at AM level
required actual
convincing skills B C
For Sales person Y at Managerial level
A - Exceeds expectation
B - Good
C - Meets requirement
D - Need to improve
Hope this helps

Hi there,
Respected member do refer to job description of employees and extract their Skills, please note that you need 2 types of skills core skills (competencies) that you require everyone to have and skills/ competencies based on the jobs they do sales/ marketing etc..
Once you have identified what are the skills required you need to determine the level of these skills
Once you have done that you need to work with employees to identify what is the gap between their existing kills and the required skills by the organization process is called gap analysis.
Please ensure that the rating is 1-5
Please find attached document on Sales Management Competencies curtsy http://www.jsasolutions.com/files/1_...mpetencies.pdf
Please also another thread on Sales Core Competencies curtsy:
Sales Core Competencies
Hope the information I have provided is of use for you

Attached Files
File Type: pdf 1_Sales_Management_Competencies.pdf (338.0 KB, 301 views)

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