With the Caliper’s Advisor Competency Report for Technical Sales, you will gain a clear, accurate picture of an individual’s strengths, limitations and overall potential.

This product features:

  • A comprehensive report that supports selection and development
  • A detailed analysis of the individual’s strengths and opportunities for development
  • Descriptions of potential competencies and representative behaviours in practical, intuitive terms
  • A phone consultation to help you understand the report and its implications
  • Behavioural-based interview questions tailored to assessment results in recruitment reports
  • Managing for Success suggestions, which include coaching recommendations and tips for working with the individual
  • A Function-Fit index and/or Caliper Consultant’s recommendation can be included.

Technical Sales professionals generate sales opportunities by using their technical expertise and product- or industry- specific knowledge. An individual in this type of role may be the primary salesperson in a technical or scientific sale or act as a subject-matter expert working in conjunction with another sales professional. Technical Sales professionals leverage their expertise to build credibility and gather important information or specifications, allowing them to propose targeted solutions and close sales.

Examples of Technical Sales Positions are:
Sales Engineer, Pharmaceutical Sales Representative, Product Sales Representative, Product Manager, Medical Device Sales Representative, Account Manager (Technical).

COMPETENCY AREAS MEASURED BY THIS REPORT:

Analytical Thinking – Individuals in a Technical Sales position are able to grasp the underlying concepts in complex information, identify root causes of problems, and formulate solutions based on a synthesis of information.

Influence and Persuasion – They are effective in persuading, convincing, influencing, or impressing others in order to get them to support a specific agenda, make a specific type of impression, or take a specific course of action.

Information Seeking – Technical Sales professionals are driven by an underlying curiosity and desire to know more about things, people, or issues. This involves going beyond routine questions and includes digging or pressing for exact information; resolving discrepancies by asking a series of questions; or conducting less-focused environmental scanning for opportunities or miscellaneous information that may be used in the future.

Relationship Building – They develop effective long-term professional interactions with others based on trust: trust that they will always work toward the best interest of those involved and that they are sufficiently competent to provide positive results.

Negotiating – They identify key bargaining points for all parties and work effectively toward win-win solutions.

Business Acumen – Individuals in a Technical Sales position make sound business decisions based on a strong understanding of the company’s business model, strategic goals, and relevant policies, as well as best practices and current technologies in their own discipline or functional area.

Learning Agility – They discern patterns in data, recognize relationships between concepts, and rapidly apply learning from one context to solve analogous problems in different contexts.

Planning and Priority Setting – They identify the priorities, processes, and practical actions that are necessary to achieve an objective or an idea. They develop detailed action or project plans including objectives, accountabilities, time frames, standards, review stages, and contingencies.

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