STAR - Sales Talent Assessment Review

The STAR Sales Talent Assessment Review was developed from competency studies with more than 3,000 salespeople, sponsored by DuPont, Toyota, 3M and B.A.T. The assessment is designed to measure 20 core competencies in selling. STAR is based on 100 short video case studies to be evaluated by the participants. The program provides individual competency profiles and a detailed feedback system with a personal development plan. STAR is available in English, German, Portuguese, and Spanish.

STAR helps to identify top performers and provides hard data, not opinions about the strengths and developmental needs of your salesforce. You will be able to benchmark sales performance and utilize the results for performance improvement. The program has a database of over 200,000 reported participants from more than 300 companies worldwide. The actual participant count exceeds 1.000,000. STAR received the Professional Contribution Award from the American Society for Training and Development (ASTD) and the European Award of Masters.

Each Facilitator Set Includes:

100 Video Case Studies on DVD
Facilitator Manual
Feedback System
Profile Management
Personal Development Plans

STAR Sales Competency Training System

The STAR Sales Competency Training System includes cutting-edge methods and tools for competency development. Unlike sales training seminars, which target knowledge and skills only, this system focuses on 20 core competencies, essential to all salespeople.

The system approach utilized in the STAR Competency Training System is firmly grounded in research on competency development and performance improvement. Each of the five modules covers four competencies from the STAR Sales Assessment.

Participants prepare for workshops with self-study programs on CD-ROMs. During the workshops, participants explore success factors and gain a thorough understanding of customer needs from the buyer's standpoint. They learn how to observe, evaluate and fine-tune behavior through exercises, case studies, real-life simulations, and role plays.

Each Trainer Module Includes:

Trainer Resource Manual
20 Video Case Studies
Reproducible Exercises
Roleplay Templates
High quality video
Competency Checklists

Each Participant CD-ROM Includes:

Learning Objectives
4 Competency Definitions
Workshop Preparation Material
20 Case Study Analysis Forms
20 Video Case Studies
2 Critical Incident Forms

Self-Management
Planning - goal setting and time management Organizing - utilizing and maximizing your resources Implementing - executing action plans Controlling - dealing with external and self-control
Communication
Listening - following conversations dynamically Understanding - interpreting messages accurately Convincing - conveying complex issues with ease Achieving - communicating with desired results
Working Method
Preserving - focusing on nurturing a customer base Gaining - prospecting for new customers Improvising - utilizing flexibility to maximize the results Systematizing - applying proven concepts and methods
Potential
Changing - adapting well to new situations Learning - being driven by the desire to progress Performing - maintaining a high level of productivity Motivating - selling proactively with a purpose
Sales Style Flexibility
Relation-Oriented - cultivating personal connections Goal-Oriented - taking action and following through Problem-Oriented - acting as adviser or consultant Partner-Oriented - building win/win relationships

STAR Performance Simulator

Training programs are effective to the degree that they produce improved performance in the workplace and thereby contribute to the achievement of the organization's missions and objectives. The STAR Performance Simulator meets both criteria: effectiveness and efficiency.

In these simulation programs, salespeople will experience face-to-face encounters with real-to-life customers and salespeople. The program is designed to develop those competencies needed to compete successfully in today's aggressive marketplace. The STAR Performance Simulator duplicates the best methods of the brightest performers. Because of its advanced instructional system design, participants will experience reduced training time and increased retention.

Learning to handle objections properly will help salespeople convert negative stress into a positive outcome, resulting in greater customer satisfaction and increased financial rewards.

Handling Objections

This program covers the following objection categories:
Price - Time - Credibility - Relationship - Value

1 CD-ROM Response Training
1 CD-ROM Strategy Training
1 Self-Assessment
50 Video Sales Simulations
Instant Performance Feedback System
Detailed Competency Definitions and Profiles

Performance Simulators are available in English and German.