Mettl Sales Profiler

Your Only Stop to Assess & Identify Critical Sales Competencies

Introduction

Our proprietary tool, Mettl Sales Profiler, provides a competency-based framework to build a winning sales team. A one-of-its kind profiler, it identifies the critical behavioural and cognitive competencies for your unique organizational requirements.

With the tool, it becomes possible to evaluate a sales person's true potential for each job role; from selling shoes in stores, to selling a house on rent, to selling complex IT solutions to CXOs. It addresses your critical priorities with data-backed insights, helping you save time and make better business decisions.

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Background & Theory

In collaborative effort with SHRM, Mettl developed a comprehensive framework for understanding sales roles based on behavioural and cognitive competencies. Based on an extensive research, it combines empirical evidence from over 1600 sales professionals across industries. Our whitepaper - Demystifying Sales Hiring - clusters most of the sales job roles, across industries, based on 3 factor model:

  • What to sell

    Offering Complexity

  • How to sell

    (Sales Process Complexity)

  • Who to sell

    (Buyer Sophistication)

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Key roles

  • Area/territory sales manager

  • Channel sales manager

  • Key Account Manager

  • InsideSalesperson

  • In-store salesperson (B2C sales)

  • Field salesperson

Languages Available



Perfect Sales Person Recipe

With Assessment Technology applied on primary and investigative research on a performance bell curve of employees, and strong secondary research from subject matter and industry experts, following Competencies and Sub-Competencies have been found to influence one sales role or the other:




PROFILE

Rocket Singh

Rocket Singh

In-Store Sales Executive,
(Apparel and Footwear, Bata)

COMPETENCIES

An in-Store salesperson, typically in a retail setting is reduced to providing - at a bare minimum - guidance or support to navigate a purchase. Self-Confidence on a personal front, and high ownership based on an ability to remain accountable identify as key necessities in this job role.
Despite requiring adherence to the rules, a salesperson must remain intuitively flexible in terms of identifying the exact need of a customer to influence a purchase.
When all is said and done, a salesperson must possess a fundamental hold over basic communication skills, computational and numerical ability to conduct the right purchase and drive greater sales.
To facilitate a successful sale despite minimal interference with customers, a salesperson in this job role requires orientation to high achievement; to meet the assigned targets. At the same time, it also mandates that the salesperson adheres closely to what they've been instructed to follow.

PROFILE

Arpit Pande

Arpit Pande

Automobile Sales Representative
(Ford Dealership)

COMPETENCIES

A sophisticated buyer audience requires high accountability and strong resilience to face tough situations. Awareness to customer need and confidence are key to building customer relationships necessary to facilitate purchase. Openness to feedback simply serves to augment individual performance & growth.
A salesperson must intuitively identify the exact need of a customer to influence a purchase. In case of sophisticated buyers, a salesperson must hold his own both intellectually and conversationally to establish an acceptable level of trust to facilitate the sale in question.
When all is said and done, a salesperson must possess the ability to think on one's feet along with a fundamental hold over basic communication skills, computational and numerical ability to conduct the right purchase and drive greater sales.
To facilitate a successful sale, a salesperson in this job role requires orientation to high achievement; to meet the assigned targets. Despite freedom to map their own sales strategies, the role also mandates that the salesperson adheres closely to what they've been instructed to follow.

PROFILE

Hardeep Suksma

Hardeep Suksma

Key Account Manager,
E-Learning Solutions

COMPETENCIES

A sophisticated buyer audience requires high accountability and strong resilience to face tough situations. Considering the solution's consultative nature, learning is enhanced with every new case that may arise, provided their openness to the same.
This would require the salesperson's presence at multiple stages of the negotiation and persuasion, which would entail the establishment of trust and a collaborative effort across different teams.
Domain knowledge and advanced communication fall into the mandatory category for a salesperson in this job role. An ability to compare multiple products and highlight key features to the audience involved would require bouts of problem solving, critical thinking and fluid intelligence.
A salesperson in this job role would need to plan his or her sales, work persistently towards meeting targets, and keep their customers engaged with the offering all at the same time.

PROFILE

Aditi Musunur

Aditi Musunur

Territory Sales Manager,
Telecom Provider, Airtel

COMPETENCIES

A territory sales manager would require remarkable confidence, awareness to both the market need and production process, and the resilience to envision team success.
A territory sales manager would be required to connect with stakeholders and channel partners to augment sales, which highlight competencies such as networking, planning, collaboration and influence are critical.
Domain knowledge and advanced communication fall into the mandatory category for a salesperson in this job role. An ability to compare multiple products and highlight key features to the audience involved would require bouts of problem solving and critical thinking.
An increased pressure on team performance and effort entails the inherent drive for results in this salesperson. Planning & Organization are competencies of utmost importance here.
A salesperson in this job role with regard to sales or team responsibilities requires a certain degree of leadership skills; the ability to analyze approach, identify gaps in sales performance, and an astute ability to plan a strategic forecast are merely some of the key competencies within this critical component.


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