Unlocking Sales Success with the Selling Skills Assessment Tool (SSAT) featured image

Unlocking Sales Success with the Selling Skills Assessment Tool (SSAT)

By: Veronica Colbert

~ 4 minute read

Have you ever wondered what sets the top-performing sales professionals apart from the rest? Is it a mysterious charm, an innate talent, or perhaps a well-guarded secret? While there certainly can be some talent, and some hard-wired behaviors, that help set high performers apart, organizations can measure a key component – skill level.  

The significance of effective sales skills can’t be understated, which is why many top performing organizations measure that skillset using the Selling Skills Assessment Tool (SSAT) – your roadmap to improving and excelling in the world of sales.

Measuring What Matters

So, what exactly does the SSAT measure? It’s a skill-based assessment tool designed exclusively for nurturing growth and development within your organization. The SSAT evaluates your current consultative selling skills across five essential elements that are all about building trust and credibility:

  1. Open: This element focuses on establishing a strong foundation by creating an atmosphere of trust and rapport with your potential customers. How effectively can you initiate a conversation and make a memorable first impression?
  2. Investigate: Identifying your buyer’s needs and motivations is the cornerstone of consultative selling. The SSAT helps you assess your ability to ask the right questions, uncover pain points, and tailor your approach accordingly.
  3. Present: Articulating the value of your product or service is an art in itself. Are you able to clearly and persuasively communicate how your offering can address your customer’s specific needs and challenges?
  4. Confirm: Gaining agreement is a crucial step in the sales process. The SSAT evaluates your ability to close deals effectively, ensuring both you and your customer are on the same page.
  5. Problem Solve: Every sale presents its unique challenges. This element of the SSAT measures your capacity to analyze complex situations, think critically, and propose the best solutions to move the deal forward.

Measure, Train, Measure 

Organizations that embrace the process of “Measure, Train, Measure” gain a competitive edge by continuously honing their sales team’s skills and performance metrics.

The first step in this process is “Measure.”

This involves using tools like the Selling Skills Assessment Tool (SSAT) to gauge the current skill levels of your salesforce. This initial measurement serves as a baseline, offering valuable insights into the strengths and weaknesses of your team members. Armed with this data, organizations can pinpoint areas that require improvement and tailor their training programs accordingly.

The second phase, “Train,” is where the magic happens.

Training programs should be designed not only to address skill gaps but also to enhance existing strengths. This comprehensive approach ensures that sales professionals not only shore up their weaknesses but also elevate their standout abilities, ultimately creating well-rounded and highly effective teams. Training is where your team members acquire new strategies, hone their communication skills, and become adept problem-solvers.

The final step, “Measure” once more, is where organizations see the true impact of their efforts.

Post-training assessments, such as a follow-up SSAT evaluation, provide concrete data on the increase in skill results and showcases the effectiveness of the completed training. By comparing these post-training measurements to the initial baseline, organizations can track skill growth and performance improvements with precision.

The “Measure, Train, Measure” process isn’t a one-time fix; it’s a continuous cycle of improvement. Organizations that embrace this approach foster a culture of learning and development, leading to consistently better sales performance metrics and a competitive edge in the market. As the saying goes, “What gets measured gets managed,” and in the world of sales, managing skill development through this proven process can be the difference between good and exceptional performance.

When paired with the Predictive Index Behavioral Assessment (PI), the Selling Skills Assessment (SSAT) can provide a clear picture of natural sales style plus skill-based strengths that lead to performance outcomes.

Frequently Asked Questions about the SSAT

  1. Is the SSAT a timed assessment? No, the SSAT is an untimed assessment. It typically takes around 20 minutes to complete. The focus is on your skills and abilities, not how quickly you can finish the assessment.
  2.  Is the SSAT available in multiple languages? Yes, this assessment is currently available in English, Spanish, Japanese, and Korean, with more translations on the way!
  3. What if my initial SSAT score is lower than expected? Your initial score should not be viewed as a negative reflection of your abilities. Instead, it serves as a tool to track your progress and identify both your strengths and areas for improvement. The SSAT is a valuable resource for your personal and professional growth.
  4. Can organizations use the SSAT to evaluate their sales teams? Absolutely! The SSAT can be an invaluable tool for organizations looking to assess the skill levels of their sales teams. It provides data-driven insights that can inform targeted training and development programs to enhance the performance of your salesforce.
  5. Is the SSAT suitable for both beginners and seasoned sales professionals? Yes, the SSAT caters to a wide range of experience levels. Whether you’re just starting your career in sales or you’re a seasoned professional looking to fine-tune your skills, the SSAT can help you identify areas for improvement and chart a path towards success.

Supercharge Your Sales Skills

In the world of sales, continuous improvement is the name of the game – whether your organization is on a winning streak or facing tough times. The MindWire Selling Skills Assessment Tool (SSAT) is your trusted companion on this journey. By measuring your consultative selling skills and offering actionable insights, the SSAT empowers you to elevate your performance and achieve unprecedented success in the world of sales. But taking the SSAT is just the beginning of your journey towards sales excellence. We recommend pairing the assessment with our Customer Focus Selling Workshop. This comprehensive workshop will empower you to delve deeper into your ability to connect with people, cultivate meaningful relationships, and close deals as if it were your superpower. And when you pair the data of skills, training, and behavioral abilities, you’ll get insights like no other

Are you ready to take your sales performance to the next level? Request a sample SSAT and discover your sales skill level.

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Veronica Colbert

A dart-sharp competitor and a devoted dog mom. Explorer of Phoenix's food and wine scene and a former hospitality pro turned client service expert.