How do you assess the skill level of your solution selling reps?

2 Observe and coach

The second step to assess the skill level of your solution selling reps is to observe them in action and provide timely and constructive feedback. You can use various methods to monitor and coach your reps, such as shadowing, role-playing, call recording, or pipeline reviews. The key is to identify their strengths and weaknesses, praise their achievements, and suggest areas for improvement. You can also use open-ended questions, scenarios, or case studies to test their knowledge and skills.

3 Review and analyze

The third step to assess the skill level of your solution selling reps is to review and analyze their results and behaviors. You can use quantitative and qualitative data, such as sales metrics, customer feedback, win/loss reports, or self-assessments, to evaluate their performance and impact. You can also use benchmarks, best practices, or peer comparisons to identify gaps and opportunities. The goal is to understand the root causes of their success or failure, and to recognize their potential and challenges.

4 Train and develop

The fourth step to assess the skill level of your solution selling reps is to train and develop them according to their needs and goals. You can use various learning resources, such as online courses, webinars, podcasts, books, or mentors, to help them acquire new knowledge and skills. You can also use personalized learning plans, action items, or SMART goals to help them apply what they learned and track their progress. The aim is to help them grow and excel as solution sellers.

5 Reward and motivate

The fifth step to assess the skill level of your solution selling reps is to reward and motivate them for their efforts and achievements. You can use various incentives, such as recognition, bonuses, commissions, promotions, or career paths, to acknowledge their contributions and value. You can also use various motivators, such as autonomy, mastery, purpose, or feedback, to inspire them to perform better and reach higher. The objective is to create a culture of excellence and engagement among your solution selling reps.

6 Adjust and optimize

The sixth step to assess the skill level of your solution selling reps is to adjust and optimize your assessment process and tools. You can use various methods, such as surveys, interviews, focus groups, or experiments, to collect feedback and insights from your reps, customers, and stakeholders. You can also use various techniques, such as SWOT analysis, gap analysis, or A/B testing, to identify strengths, weaknesses, opportunities, and threats. The intention is to continuously improve your assessment process and tools to match the changing needs and expectations of your solution selling reps.