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Industry Reports For Purchase
Blaire Group analysts conducted "mystery prospect" sales simulation calls with twenty thousand (20,000) sales professionals within major sectors of the United Stated economy. Our analysts measured, rated, and scored each sales professional for selling behavior utilizing our unique weighted-scoring system. Each sales simulation audit was governed by a profile that was customized and designed to represent a likely prospective buying scenario for the sales professional targeted, containing relevant information regarding the prospect's motive, competitive evaluation plan, timeframe, budget, decision making process, purchase rationale, and other salient information. All measurements are designed to critically assess selling behavioral effectiveness, and to benchmark that behavior against critical selling competencies that are relevant to each industry.
Industries Audited
- Advertising Agencies
Monster Worldwide, Leo Burnett, J. Walter Thompson, Publicas Groupe, SA, Ogilvy & Mather, Saatchi & Saatchi, Omnicom Group, Young & Rubicam, & others
- Aerospace & Defense
General Electric, Boeing, Northrup Grumman, Motorola, Lockheed, United Technologies, Honeywell, Parker Hannifin, Raytheon, and others
- Chemicals - Major Diversified
The Dow Chemical Company, The Sherwin-Williams Company, DuPont,, Exxon Mobil Corporation, & others
- Commercial Aircraft
Nothrup Grumman, Boeing, Lockheed Martin, United Technologies, General Dynamics, Textron, Raytheon, Dassault Falcon Jet Corporation, and others
- Electronics Industry
Agilent, Arrow Electronics, General Electric, Sharp Electronics, Avenet, Texas Instruments, Siemens, Gillette, Honeywell, Motorola, & others
- Executive Search Firms
Christian & Timbers, Stratford Group, Heidrick & Struggles, Russel Reynolds Associates, Cypress International, Korn/Ferry International, Ray & Berndison, TMP Worldwide, Highland Search Group, The Whitney Group, & others
- Financial Services
Citigroup, Bank of America, American Express, Merrill Lynch, JP Morgan Chase, MetLife, Wells Fargo, Goldman Sachs, and others
- Health Care
McKesson Corporation, Medtronic, Baxter Healthcare, 3M Company, Philips, & others
- Industrial Manufacturing
General Electric, Siemens AG, 3M, Tyco, United Technologies Corporation, Emerson Electric, & others
- Information Technology
IBM, Cisco, Dell Computer, HP, Apple, Sony,Sun Microsystems, Microsoft, Computer Associates, IBM, SAP, Oracle, Sybase, BEA, Borland, PeopleSoft, & others
- Insurance
Countrywide, Loews, Travelers, Hanover, Hartford, Kemper, CNA, Nationwide, Chubb, & others
- Media Services
Time Warner, Yahoo!, Viacom, Sony, Playboy Enterprises, CNN News, Tribune Company, Clear Channel Communications, & others
- Pharmaceutical Industry
Abbott Laboratories, Merck & Company, Cardinal Health, Bristol-Meyers Squibb Company, GlaxoSmithKline, Pfizer, Johnson & Johnson, & others
- Professional Consulting Services
EDS, Deloitte,, Accenture, PricewaterhouseCoopers, Ernst & Young, Bearing Point, Booz Allen Hamilton, and others
- Real Estate
CB Richard Ellis Group, The Trump Organization, Prudential, RE/MAX, Coldwell Banker, Cushman & Wakefield, Trammell Crow, & others
- Telecommunications Equipment & Services
Alcatel, Nortel, Nokia, Avaya, 3Com, Qualcomm, NEC, Trimble Navigation, Toshiba Corporation, Tellabs, SBC, Sprint, Qwest, AT&T, Verizon, & others
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Methodology
Blaire Group Analysts measured each sales professional for critical competencies with respect to the following vital selling skills:
- Essential Communications
- Qualifying Inquiry
- Competitive Intelligence
- Strategic Field Messaging
- Product and Industry Knowledge
- Use of Persuasive Resources
- Closing Skills
- Overall Professionalism
Classification of Critical Selling Competencies
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Competency 1
Essential Communications
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Competency 3
Use of Persuasive Resources
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Punctuality
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URL
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Response to inquiry
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Online demonstration
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Effective listening
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Forward Relevant Information
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Open ended questioning
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Competency 4
Closing Skills
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Objection Management
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Create Sense of Urgency
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Presentation Effectiveness
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Next Step Consensus
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Use of Examples, Case Studies
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Competency 5
Professionalism
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Tone
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Helpful attitude/courteous
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Enunciation
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Exhibit Confidence
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Grammar
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Exhibit Credibility
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Maintaining Focus
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Competency 6
Strategic Field Messaging
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Probe for Pain Points
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Corporate History
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Competency 2
Qualifying Inquiry
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Company Message
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Political Map
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Core Competencies
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Opportunity Identification
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Competency 7
Product Knowledge
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Budget
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Relevant Concepts and Issues
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Timeframe
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Prescribed Steps
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Decision maker information
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Demonstrated Credibility
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Requisite activities to close
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Weighted Value-System
Data Tabulation
After conducting each audit, our team of analysts completed individual scorecards and calculated a statistically significant sampling of the sales group's performance, which highlights trends.
Weighted Values
Scores are carefully determined by using Blaire Group's unique Weighted-Value-SystemSM for factors that you deemed most important to mirror your corporate priorities. Weights of 10, 20, and 30 were selected based on the following criteria:
10 = Significant
20 = Critical
30 = Vital
Scale
When evaluating each sales professional, performance was ranked by the following guidelines:
0 = Failed execution, no attempt made
1 = Made attempt, but not convincing
2 = Demonstrated competence
3 = Excellent, perfect execution
Score
Multiplying the weight by the scale produces a score for each sub competency. Added all sub competency scores together creates the section score. Adding all sections together creates the composite score.
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