I recommend performing an assessment of your current state of practice on a regular basis. A first assessment provides a baseline; subsequent reviews can offer insight into areas of strength or opportunities for improvement:
If you are an Individual Contributor:
- To provide a qualitative/quantitative set of measurements of your own performance for goal-setting, personal growth and to seek coaching in areas where you can improve
- In order to compare pre- vs. post-Workshop results, if you plan attend a Great Demo! Workshop
- In order to compare pre- vs. post-event results, if you plan to attend other related skills training (presentation skills, sales skills, etc.)
If you are a Team Leader:
- To provide a qualitative/quantitative set of measurements for managing performance, goal-setting and coaching of your team
- In order to compare pre- vs. post-Workshop results, if you plan to provide your team with a Great Demo! Workshop
- In order to compare pre- vs. post-event results, if you plan to provide your team with other related skills training (presentation skills, sales skills, etc.)
- The individual’s view of his/her own performance
- His/her manager’s perspective
- Another member of the selling team’s viewpoint
- A customer’s assessment (it is tough to get unvarnished opinions from customers, but terrific when you can!)
- A relatively disinterested 3rd party deeply skilled in assessing demo skills performance across a broad range of demos types, sales situations, and delivery mechanisms (e.g., me).
You are welcome use my existing Demo Skills Assessment to help “kick-start” your own assessment process. It provides a range of skills and topics rated on a 10 point scale, on either an individual or team basis, in Excel format. Contact me at PCohan@SecondDerivative.com if you’d like to receive a copy. You are also welcome to edit the Assessment as desired for your own specific situation.
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