In this episode, we dive deep into understanding your sales capacity, capability, and competencies with our esteemed guest, Markku Kauppinen, CEO of Extended Disc North America. Markku, a frequent guest on our show, brings exciting news about a new collaboration between Sandler and Extended Disc: the Sales Capacity Assessment. The conversation explores the Sales Excuse Index, a metric that quantifies excuse-making behavior among sales professionals. Markku emphasizes the importance of identifying and addressing these tendencies to enhance sales performance.

As the discussion progresses, we discuss balancing strengths and weaknesses in sales, highlighting the need for persistence and prioritizing achievement over mere activity for long-term business success.

Timestamps:

00:00:00 - Introduction to Sales Capacity Assessment

00:05:30 - Importance of Assessments in Sales

00:08:28 - Attitude Towards Excuse Making

00:11:42 - Benchmarking Competencies

00:14:53 - Key Sales Competencies

00:16:20 - Difference Between Behaviors and Competencies

00:19:21 - Team Training and Individual Development

00:22:50 - Defining Success in Career

00:27:56 - Overcoming Challenges in Career

Key Takeaways:

• Assessments like the Sales Capacity Assessment aid in hiring, training, and development.

• It provides insights into an applicant's natural behaviors and sales competencies, facilitating better hiring decisions.

• The assessment evaluates behavioral styles and competency levels in various sales areas.

• The Excuse Index within the assessment measures excuse-making tendencies and highlights areas for improvement.

• Benchmarking compares team performance against industry standards, crucial for the assessment process.

• It identifies both strengths and weaknesses, enabling targeted development plans.

• Individual learning paths can be tailored based on assessment results to address specific improvement areas.

• The assessment can be retaken every six months to monitor progress and adjust development plans.

• Success in sales involves balancing strengths with development areas.

• Consistent focus on critical sales activities is essential for achieving success.

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