Training needs assessment

for
Sales training
 Training needs assessment

Training interventions need to be measurable

• Are there tools to objectively measure
training needs?
• Are there tools that will accurately uncover
current skill sets of sales people?
• Are there tools that help measure training
effectiveness?
 Selling Skills Assessment Tool (SSAT)

• SSAT helps you measure selling skills in

the following areas
 Open – Building Trust and credibility
 Investigate – Identifying client needs
 Present – Presenting products and services and
articulating value
 Confirm – Handling objections and gaining agreement
for sale
 Position – Creating customers for life with effective
positioning
 SSAT…an e.g.
• Each stage scored out of 5 points
Open Investigate Present Confirm Position Percent

All 3.2 3.2 4.2 3.5 3.9 72%

#1 3.0 2.0 4.0 4.0 3.0 64%

#2 3.0 4.0 4.0 2.0 3.0 64%

 SSAT helps…
• SSAT helps you identify areas needing
improvement
• SSAT helps you do targeted training
• SSAT helps you identify ROI of training
• SSAT helps you conduct training more
effectively
• SSAT enhances training effectiveness
 For more info visit
www.piworldwide.com
bhushandesai@piworldwideindia.com