With the Caliper’s Advisor Competency Report for Sales – New Business Development, 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.

These salespeople focus on developing new business as opposed to nurturing existing accounts. They create opportunities by initiating contact with prospects, often through cold-calling, in order to generate interest in products or services. New Business Developers persuasively present their value proposition, find ways to get past initial resistance from prospects, and negotiate effectively in order to close sales.

Examples of Salespeople in New Business Development Positions are:
Business Development Executive (Sales), Producer, Sales Agent, Outside Sales Representative, Territory Sales Representative, Account Executive.


Influence and Persuasion – Salespeople in new business development 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.

Achievement Motivation and Perseverance – They display a determination to achieve ever-increasing levels of performance. To do this, they set high standards and challenging goals for themselves, others, and the organisation, and they constantly focus on achieving and exceeding those goals.

Composure and Resiliency – These salespeople are able to deal effectively with pressure, maintain focus and intensity, and remain optimistic and persistent, even under adversity. They have the ability and propensity to recover quickly from setbacks, rejections, and conflicts and to maintain self-control in the face of hostility or provocation.

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

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.

Initiating Action – They tend to be self-starters and will take a lead role in improving or enhancing a product or service, avoiding problems, or developing entrepreneurial opportunities. They will often demonstrate a sincere positive attitude toward getting things done and will seek out additional responsibilities that may go beyond the scope of their formal job description.

Information Seeking – Salespeople in new business development 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.

Time Management – They focus on completing all work tasks in a timely manner while remaining responsive enough to react to competing demands and shifting priorities. They are able to manage multiple responsibilities while being organised, keeping on top of important time-sensitive tasks, and performing all work accurately.

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