USSA Licensee Service Extreme Productivity for Recruiters

Transcription

1 USSA Licensee Service Extreme Productivity for Recruiters

2 Developing the USSA USSA was developed in response to the shocking findings of the UK Commission for Skills report published in March 2012, where they asked 85,000 firms in the UK about their employee skills. Sales was the worst performing role with 58% of firms saying their sales people lacked Customer Handling Skills; and 47% of firms reporting that their sales people lacked Core Job Skills. Also, firms reported that 55% of sales vacancies were unfilled due to candidates having low Customer Handling Skills, and 53% of sales vacancies were unfilled due to candidates having Low Job Specific skills. On the back of this shocking report, SalesAssessment.com, world leaders in the sales assessment space, set out to determine what these key missing skills were. This research focused on the data created by the Government Standards Committee (Marketing & Sales Standards Setting Body) which, between 2003 and 2006, was given the task of developing a skills framework for sales, which could be used as the basis of a future academic qualification framework to professionalise selling. This academic framework is now published and sits under the auspices of the National Vocational Qualification framework, and is administered by the awarding body (The Institute of Sales and Marketing Management). This data was also used during the research by SalesAssessment.com. Endorsed by the Institute of Sales and Marketing Management, the UK s sales qualification awarding body Powered By In Partnership With

3 USSA Licensees are smart operators! The USSA licensee model is the ultimate online productivity tool for recruiters and sales training companies, offering extreme time savings in preliminary candidate screening and sales talent assessment. Just as 80% of your business can come from 20% of your clients, similar statistics can apply to your time when sifting through countless CVs! Let the USSA cut through the 'claims to be able to...' and reveal the candidates who really can make a difference to your business. It is also a powerful tool for training providers wishing to assess the requirements of new clients, either as a value added service or chargeable extra, and an extremely efficient way for employers to operate continual staff development programmes. Corporate users of the USSA are... OUTSOURCING COMPANIES More efficient recruitment procedures results in both a faster response to new projects and improved performance for the client RECRUITMENT PROFESSIONALS Better candidate screening makes your executives more productive and helps ensure personnel placements are retained by their client EMPLOYERS Helps automate continual staff development and localise sales training precisely where required. Dramatically improves recruitment efficency SALES TRAINING PROVIDERS A great bolt on service for benchmarking new client requirements, either as a value added service or charageable extra. The USSA is also recognised mark of performance development In a recent interview with SalesAssessment.com, Rafe VanDenBerg, SellingBrew's Editor-in-Chief, wrote... Now correct me if I m wrong, but it seems to me that the ability to understand customer needs is as fundamental to a salesperson as the ability to see is to a cab driver. And, am I wrong in thinking that awareness of the competitive set is as a fundamental to a salesperson as awareness of the menu is to a waiter? Seriously... how can you even get a job as a salesperson if you don t possess these basic selling skills? Of course, we all know the answer. The unfortunate reality is that most salespeople are still being hired based largely on intuition, gut-feel, and first impressions. We check the candidate s resume to see if they ve worked in a similar industry. We check their online profile to see if they have some customer recommendations. Next, we run them through a series of interviews with other team members to see if they re likeable and quick on their feet. And a year from now... after dozens of opportunities have come and gone... their performance in the field will tell us about their selling skills. That s an extremely expensive way to evaluate selling skills, isn t it? And it s a completely unnecessary risk in today s internet-enabled world. RAFE VANDENBERG, SellingBrew's Editor-in-Chief, is a veteran of B2B sales, marketing and pricing. With over 20 years of experience he s been a practitioner for Fortune 500 manufacturers and distributors, a successful independent consultant and author, as well as a technology innovator.

4 Is it appropriate for your industry sector? CUSTOMER CONTACT SKILLS are about generating initial interest from the customer in your application, product or service, and starting the process of creating rapport. CUSTOMER ENGAGEMENT SKILLS are required to effectively engage the customer in conversation and start the process of qualification, with the objective of gaining an understanding of the customer s needs. The short answer is yes! The USSA is NVQ/QCF Level 2 aligned, the equivalent to a GCSE in Sales so the core essential skills that you would expect of any member of staff whom engage with your clients. Such skills at this level are not role or industry specific, these are the basic elements of selling that allow a telesales executive to handle incoming enquiries successfully, the skills that you would expect of an account manager, and capabilities that you would insist of your sales managers. NEGOTIATION & CLOSING SKILLS are required to establish the value to the customer of the benefits, often involving simple financial metrics, and close the deal. INFORMATION & ACTIVITY MANAGEMENT SKILLS are required to work effectively and in an organised manner, with clear plans and reports, with the purpose of facilitating the achievement of goals and targets. BUSINESS SKILLS are required to establish personal and company credibility with the customer for the purpose of realising benefits from the relationship.

5 How does it work? The USSA is an online productivity tool that can assess candidates remotely. Sign up as a USSA licensee and we will build you your own branded portal on our USSA server, You will have the ability to appoint internal managers who can load candidates in order to conduct either individual USSA assessments or Core Skills modules. 1 Licensee managers simply login and load candidate addresses. They can even choose the date when the candidate receives their access code in order to forward schedule activity. 2 Candidates receive their access code and instructions with a simple link to follow in order to sit the chosen module/s you have selected. 3 Within an hour of completion, often faster, your manager receives a detailed report of strengths & weaknesses for each individual. Clever use of graphics means they are quick and easy to decipher. For a sample report visit 4 Include the Team Dashboard (optional extra) to quickly compare a team s group strengths & weaknesses and take the appropriate actions to improve the group s performance.

6 How easy is it to read the report? Each report very quickly illustrates a candidate s overall rating per skill category (the skills summary) followed by a more detailed analysis of their competences within this skills set (the bar chart) from which a development plan can be formulated. The definition for each skill group is shown immediately below the bar graph. These ratings can identify general areas of strength that can be harnessed to improve effectiveness as well as advise you how suitable a candidate is for possible employment within a sales role. SKILLS SUMMARY: In our example you can see that overall this candidate scores well for Customer Contact Skills THE BAR CHART: A more detailed analysis of their Spotting Opportunities and Communicating skills scores above average. However, this candidate fell well below the UK national average for Using Probing Questions. A development plan here would help this employee better qualify a client s requirements. To help you interpret the ramification of candidate s results within a sales role, each skill is summarised with an IMPACT INDICATOR

7 Prices Each USSA module equals one credit, so running the full Core Skills Set uses 5 credits. Add a Team Dashboard for an extra 5 credits to help compare a team s group strengths & weaknesses. Prices depend upon volume but with the ability to pre-purchase Core Skills assessment modules, in quantities from as little as 50 (250 credits), you always retain cost control. Licensee rates bands are: T1 50 Core Skills Sets (250 credits) 7.90 per credit Plus 895 one off setup & build cost T2 51 to 250 (255-1,250 credits) 7.25 per credit Plus 495 one off setup & build cost T3 251 plus (1,255 or more credits) 6.65 per credit Setup and build for free Furthermore, become a 'branded partner' and incorporate the USSA logo in your corporate literature to our requirements, and you can earn 10% off our standard licensee rates. Alternatively, you can opt for monthly 'band width' that will cater for hundreds of assessments each month. POA. Topup and payments can be taken over the phone, access is fast and simple. Full training is included. CUSTOMER CONTACT SKILLS CUSTOMER ENGAGEMENT SKILLS NEGOTIATION AND CLOSING INFORMATION AND ACTIVITY MANAGEMENT BUSINESS SKILLS CORE SKILLS SET (ALL 5 MODULES) = 5 CREDITS

8 USSA is a trading name of Sales Initiative Ltd and SalesAssessment.com Tel: e: ussa@sales-initiative.com Carlton House, Chester Business Park, Sandpiper Way, Chester, CH4 9QE, UK