Sales Navigator  

The Sales Navigator system provides measures of both salesperson performance (Sales Navigator for Salespeople) and sales leadership performance (Sales Navigator for Sales Managers). Feedback is collected from salespeople, sales managers, peers, sales executives, and customers. It measures the ability of salespeople to develop sales superiority and the ability of sales management to support it.

Our clients have found that Wilson Learning's measurement systems deliver value and a high return on their investment, creating an environment in which:

	The sales force is focused on the competencies needed to achieve success
	Development planning and learning interventions are targeted to the critical success factors of the sales organization
	Sales organization strengths and vulnerabilities are clarified and action plans are created for addressing them

Sales Navigator Measurement System

The Sales Navigator for Salespeople consists of 34 performance-anchored rating scales, grouped into 12 competencies. Sales Navigator for Sales Managers consists of 35 individual leadership items that define eight leadership competencies.

Sales Navigator is a configurable measurement system that allows the diagnostic process to be customized to an organization's needs. As a configurable capability, Wilson Learning provides multiple options for every step in the measurement process.

	Multisource questionnaires. Several variations of the questionnaire are available for different populations (managers, executives, customers, etc.), as well as custom configurations for client-specific competency models.
	Flexible data collection. There are multiple (and mixable) ways to collect the data: scannable forms, fax-back forms, and online Internet surveys.
	Multilevel feedback reports. Multiple reports provide feedback to individuals, work-unit coaches, and organizational decision-makers. Or, we can custom design a report to meet your unique needs.
	Development recommendations. We can offer feedback on recipients' developmental recommendations, or we can integrate our measurement with your training and development capabilities.
	Development planning sessions. Wilson Learning can provide follow-up ranging from individual development planning sessions to organizational action planning using our unique Innovator® group decision-making software.

 

Sales Navigator for Salespeople Model
DIMENSIONS	COMPETENCIES
Consultant Serves as a business consultant to customers by linking the offering to the customer's vision and strategy.	Sales Versatility Customer Knowledge Sales Process
Strategist Determines which business is most profitable, and which competitive approach is appropriate to winning that business	Acquiring & Qualifying Planning Competitive Approach Account Dynamics
Personal Effectiveness Develops self, relationship skills, and innovativeness	Self Management Innovativeness Relationship Management
Technical Effectiveness Updates technical knowledge about products and business needed to effectively implement sales strategy	Product Knowledge Business Acumen

 

Sales Navigator for Sales Managers Model
DIMENSIONS	COMPETENCIES
Focus Effective sales leaders provide a focus to their sales units' efforts around the customer, organizational vision, and clear direction	Focusing on the Customer Aligning Around Vision Making Decisions
Leadership Effective sales leaders lead their sales force through coaching, recognition, and teamwork	Coaching Recognizing Performance Leading the Team
Leadership Effective sales leaders maintain strong business skills and knowledge	Managing the Business Knowing the Business