FIRST LINE SALES MANAGER ASSESSMENT
Knowledge, skills and attitudes
The First Line Sales Manager assessment is an in-depth assessment covering the following dimensions:
  • Business knowledge and skills
  • Ability to implement business knowledge and skills
  • Coaching and leadership skills
  • Emotional intelligence and aptitude
  • Company competencies in a behavior-based interview

This assessment aims to establish an individual balance sheet that includes the following sections:
  • Current skills versus those required for the specified role
  • Identification of potential areas for improvement
  • Understanding of training needs

All tests, including the interviews, are reported in the COCKPIT, an online dashboard that centralizes the results and generates individual, group and reports compared to industry benchmarks.

Last updated 01/2018

2,644 learners enrolled

English, Russian

First Line Sales Managers current and future
KNOWLEDGE ASSESSMENT
ASSESSMENT
Assess coaching, analytical, planning and implementation knowledge
  • Participants answer a series of questions per topic such as customer profiling, segmentation and targeting, sales strategy, regional planning and coaching.
  • Scores are recorded in the COCKPIT and compared with the industry benchmark.
SIMULATION
SIMULATION
Assess the ability to implement business knowledge and skills
  • Participants analyze the situation of a region and allocate their time and budget accordingly.
  • Decisions and results are recorded in the COCKPIT and compared with the industry benchmark.
180 or 360° FEEDBACK SURVEY
ASSESSMENT
Assess competencies including coaching and leadership skills
  • Reps evaluate their First Line Sales Managers coaching activities, results are then compared to First Line Sales Manager’s own assessment and that of his next level manager, as well as the company and industry benchmark.
  • Scores are recorded in the COCKPIT.
EMOTIONAL INTELLIGENCE
ASSESSMENT
Assess the level of adaptation, relationship, degree of creativity, potential effectiveness within the role and most importantly a coaching tool to future development
  • Participants answer a series of 42 scored questions.
  • Scores are recorded in the COCKPIT.
PERSONAL AND PROFESSIONAL BEHAVIORS
ASSESSMENT
Combination of two questionnaires that show the participants whether they are more rational or intuitive.
  • Participants answer two series of 10 questions.
  • Together with the emotional intelligence test, it generates a precise mapping to the personal and professional behaviours profiles.
  • Scores are recorded in the COCKPIT.
INTERVIEWS OR SITUATION CASE
IN-CLASS / VIRTUAL
Assess participants against the Company competencies using behavioral-based interviews.
  • Each interview takes 45 – 60 minutes
  • There are a set of behavioral based questions, focusing on the company competencies including but not limited to customer focus, strategic orientation, innovation and change, results orientation, communication and collaboration, develop and inspire, working according to company values.
  • Scores are automatically sent to the COCKPIT.
The First Line Sales Manager Assessment includes:
  • A series of online knowledge-based questions
  • An online simulation to evaluate application of knowledge
  • An online feedback 180 or 360° survey
  • 2 personality tests assessing emotional intelligence and aptitude.
  • The COCKPIT that shows the comprehensive results of the tests from various perspectives and allows managers to see the level of current skills versus what is required, detect and determine potential areas for improvement and define training needs
  • An individual report for each participant as well as group reports per team, country, etc.
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