Our current research is focused upon Sales AQ. We are recruiting sales organizations (see below)...
Sales AQ Research
A
The goal of the research is to develop an instrument that can predict high-performing from low-performing sales professionals in terms of their ability to communicate (ask and answer questions). The research will identify prescriptions (what makes answers effective) and communication skills that sales professionals can improve upon. We seek to involve 2 or 3 sales organizations to be part of the research. All research is conducted by an experienced PhD research team.
Sales Organization Requirements
The goal of the research is to develop an instrument that can predict high-performing from low-performing sales professionals in terms of their ability to communicate (ask and answer questions). The research will identify prescriptions (what makes answers effective) and communication skills that sales professionals can improve upon. We seek to involve 2 or 3 sales organizations to be part of the research. All research is conducted by an experienced PhD research team.
Sales Organization Requirements
Interviews
10 to 15 Interviews with sales professionals. Each interview is 60 minutes between each sales professional and the research team.
Survey
Testing of the developed survey instrument with the larger sales organization (or a subset).
Sales Organization Benefits
Sales Insights
A feedback report and presentation will be delivered. Specific benefits of improved sales conversations could include improved top line revenue growth, higher close rates, and a shorter sales cycle.
Selection + Development
There will be an ongoing opportunity to leverage empirical evidence for the value of AQ competence within the sales organization and the potential value of using Sales AQ as part of the selection process and ongoing professional development.
Cost is $0 (free)
In exchange for participation, feedback and recommendations customized to your sales organization will be provided by the PhD research team. This is a $100K value.
Get Involved
Please contact us to discuss the possibility of your sales organization participating in the Sales AQ resarch.
The ability to sell is a critical skill not only for the salesperson, but for anyone seeking to advance their ideas through political skill. The Sales AQ chapter of this book leverages a data-driven approach to successfully navigating the various stages of any sales conversation, giving the reader phenomenal insights on how to approach either side of the sales conversation for a successful outcome. I’ll keep this one on the shelf for reference when planning my next big pitch.
- Cindy Goodwin-Sak, Vice President, Global Security Sales Engineering, Cisco Systems
