Decades of research on self-serving biases tells us we believe we are better than average on most characteristics, when in fact we have no idea where we actually stand.
Four years in the making, the Sia's CORE Assessment introduces a whole new rigorous set of standards for measuring selling and value-creation communication skills. It is the foundation of all Sia services.
Because of its immense breadth and depth a person does not take the complete Gold Standard assessment, instead you participate in the Professional Sales Assessment and customize it based on what you want to improve.
At SalesInsighter, reviewing the recording of your LIVE 1:1 assessment enables me to perform a meticulous deep-dive to carefully identify and repeatedly verify a your strengths and training opportunities.
The Gold Standard Core Assessment is not only massive it continually compounds its knowledge to a higher standard through Research & Development, Sia Researchers, assessment results, and “Weekly Feedback”. Every LIVE 1:1 Phone Assessment is customized & totally personalized. No two Sia Assessments are ever the same - including reassessments.
Why is the foundation of Sia an Assessment?
Assessments are vital for many things in life; they provide diagnosis for illness at the hospital, troubleshooting for defects at the auto repair shop, and knowledge about your maturity in lean production. Some kind of assessment is absolutely critical for any successful change program.
Decades of research on self-serving biases tells us we believe we are better than average on most characteristics, when in fact we have no idea where we stand. Never mind comparing yourself to people in your company and industry.
There is a need. In my opinion and experience, “I already know how to sell.” is not a standard – it’s an excuse not to learn and improve.
It’s fascinating and exciting to me that there’s an infinite amount to learn about the topics related to buying and selling.
There is no salesperson/person I know, have trained, coached or assessed in over sixty industries worldwide who doesn’t have an enormous amount to learn about human behavior and communication – including myself.
Enables Prescription
As an eclectic curator, integrator, researcher, and provider of selling and value-creation knowledge I spent four years (2014–2018) developing the original rigorous SalesInsighter CORE Assessment. This invaluable tool is used for all Sia services. Most importantly, it enables me to prescribe Key Personal Insights (KPIs) to participants: vital, relevant, personal information that has zero do with your industry and everything to do with creating value for your business and its customers – now!
Assessing adults utilizes my strengths and experience. I enjoy it. I could perform gold-standard assessments all day every workday, in fact, I did that for a living in my twenties. About the Founder
Need to Compare
Behavioral scientists repeatedly tell us that we humans have a need to compare ourselves with others – even if we’re not aware of it. We want to know how we stack up. We need reference points.
To fulfill the desire of companies and their participants wanting comparables, I created:
SalesInsighter Individual Assessment Benchmarks
Most SalesInsighter assessment measurements are benchmarked at three positions.
- Super Star: Phenomenal selling and value-creation knowledge, as well as the communication skills in both these areas. (Earned 150% of available points)
- Outstanding: Exceptional selling and value-creation knowledge, as well as the communication skills in both these areas. (Earned 100% of available points)
- Good: SalesInsighter’s minimum acceptable standard of selling and value-creation knowledge, as well as the communication skills in both these areas. (Earned 50% of available points)
Even though in every assessment the questions vary and the drill-down is spontaneous, the complex scoring captures it all and compares against Sia's three benchmarks, and whatever else I need to compare it to.
The % Score is an overall score that is a fair comparison no matter which SalesInsighter assessments you’re comparing. It's an important number to pay attention to – but not to make decisions with.
Keep in mind I'm also measuring and documenting human behavior, which is subjective. This information isn't scored, it's simply measured in a different way and documented. I use this data to help the participant learn what I'm experiencing as I communicate with him/her.
🧡 Compliments & Considerations
Your Strengths Will Be Recognized
Sia looks for the good. There are 10x more checkpoints I’ve developed that look for the good than the not-so-good. There are 10x more award and bonus points available to be earned than there are penalty points that can be deducted. In fact, most Key Personal Insights (KPI's), suggestions, and recommendations will come from the points you could have earned rather than from your Not Recommended, Unacceptable, and Weak responses.
Sia Assessments & Sales Programs are Rated “M”
For meticulous. There can be substantial drill-down on almost everything a participant communicates. Assessment are recorded, which enables me to take my time and be meticulous in my scoring and recommendations.
Your Assessment Results Might Sting for a Bit
Participants and/or their managers may not agree with some of the assessment results. Sia stands by its assessment results, KPIs, other insights, and recommendations.
It’s Personal
Not only are Sia services deliberately, thoughtfully and in many situations totally personalized for each individual participant – they’re personal. Any LIVE 1:1 Sia service is only between the participant and me. No one else has permission to listen in on these phone calls. These are private calls, the participant must feel free to express themselves and I protect that. How? Participants must use their own personal cell number, not their company's phone system.
Each participant and their employer must agree to and abide by the SalesInsighter Assessments terms and conditions, which includes that no one else has permission to listen in on these phone calls. The only recording of these calls, for purposes of providing the service, is by me, James, the founder of SalesInsighter Assessments.
What's Required
Sia's LIVE 1:1 assessments of selling communication skills are specifically designed for people who are willing and capable of fully explaining what they are currently selling, how they sell and why they sell the way they do.
🚩Sia's assessments of selling communication skills, LIVE or recorded, require a minimum of three months experience selling what you are currently selling. A minimum of six months experience selling what you are currently selling is recommended.
Assessment Tips
