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- Overview
- Buying Instruments & Books
- Certification Programme
- Sample Reports
- Application Programme
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Sales Performance Assessment™ (SPA™)
The SPA™ is based on extensive research which captures the unique blend of behaviours and motivations which shape successful sales professionals. It has a 20 year track record and has proved highly effective in identifying then building the behaviours which boost sales performance.
Overview of the SPA™The SPA™ uses a unique scoring system which cannot be manipulated, so the report presents an objective picture of the potential assets and liabilities of each sales professional. It has been researched and developed over 30 years by Management Research Group® (MRG®). MDS is proud to be part of MRG's worldwide network of expert consulting companies. We are the sole distributor in Greater China and have become the global centre of excellence in using the SPA™ with Chinese sales teams.
The SPA™ assesses 18 sales behaviours (in 3 areas) and 6 sales drivers:
Preparation: market awareness, technical, strategic, structure, prospecting, entrepreneurship
Contacting: communication, outgoing, optimistic, excitement, persuasive, insight
Implementation: aggressiveness, tactical, empathy, team player, persistence, production
Drivers: sales focus, management focus, customer focus, materialism, ego rewards, idealismFinding the Mindset for Successful Selling
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Buying Instruments & Books
To view a complete MRG Product Price List, please click on :
For further details please contact
Hong Kong enquiries:
Daniel Lee or Angela Leung on (852) 2817 6807
(daniel@mdshongkong.com or angelalkc@mdshongkong.com)China enquiries:
Jackie Zhang on (86 10) 8441 7710
(jackie@mdsbeijing.com)
Taiwan enquiries:
Vivian Chan or Carlson Leung on (886 2) 7730 3378 ext 8092
(vivian@mdshongkong.com or carlson@mdshongkong.com) -
SPA™ Certification ProgrammeMDS is the distributor for MRG and delivers the 1 day SPA™ Certification Programme in Greater China. Programmes are offered in English or in Mandarin and delivered in Hong Kong, Beijing and Shanghai.It is also possible to complete the SPA™ Certification Programme by webinar (in English only). Please contact us for details of times and arrangements.On successful completion of the SPA™ Certification Programme you will be registered as a certified practitioner of the SPA™ plus the associated instruments for “strategic directions”, “role expectations” and “composite reports”. You will then be able to buy and administer the instruments via MDS.This certification programme is ideal for Sales VPs, Sales Performance Managers and Sales Trainers working to improve the performance of sales teams. As a skilled practitioner you will be able to:
- Assess individual sales people and coach for development
- Build development plans for sales teams to improve sales effectiveness
- Hire sales professionals with the skills and abilities needed to grow your business
Please visit www.mrg.com for further information about MRG's full range of products and global services.Click here for programme details
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SPA™ Sample Reports
The SPA™ questionnaire produces a choice of 6 reports :
For development of individual sales professionals and teams :
For evaluating and building sales teams :
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SPA™ Application Programmes
Clients usually engage MDS to deliver one of the following programmes using the SPA™ Development Report (or SPA™ Multirater Development Report). Please click the links below which will take you to other locations on the MDS website.
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Driving Sales Excellence – Using the SPA™
A 2 day core sales programme for development of sales professionals using the SPA™.
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Creating the Ideal Sales Profile – Using the SPA™
A half day core sales programme for developing sales team effectiveness using the SPA™ Strategic Directions™.
2 review sessions with a coach or trainer delivered over 1 week.
A minimum 3 month coaching period.
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Driving Sales Excellence – Using the SPA™
Using the Sales Performance Assessment™ (SPA™)
The SPA™ is the world’s leading instrument for assessing the sales behaviours and drivers of sales professionals. It presents a unique profile for each sales professional and leads to a clear development plan for higher performance. It is usually used in conjunction with an SPA Strategic Directions assessment. (See Creating the Ideal Sales Profile in this series.)
Objectives
- Use the SPA™ to understand your sales profile
- Value your assets in selling – and be aware of your liabilities
- Assess the needs of your present sales role – and work out the gaps
- Build skills to close the gaps
- Focus energy on selling more effectively in your present role
Content
Day 1
- Assess how you are gifted in selling and what motivates you to do better
- Understand what is needed for sales effectiveness in your company
- Measure your sales profile against the “ideal” profile and design a development plan
Day 2
- Align yourself with the company’s need for higher scores in market awareness, prospecting,
- persuasiveness and empathy
- Learn how to be more energised in your client interactions, and build a stronger customer
- focus for long term client relationships
Uses interactive exercises, short demonstrations and tailor made role play scenarios. You will receive your own SPA™ Development Report and work with this extensively during the programme – and for your development plan following the programme.
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Creating the Ideal Sales Profile – Using the SPA™
Using the SPA™ Strategic Directions (Half Day)
Research with the SPA™ instrument proves that there is no one-best-way to sell. Instead a different style of selling is needed for success in different sales settings. It depends on the complexity of the sale, the sales cycle and your company’s competitive position in the marketplace.
The SPA™ is the world’s leading instrument for assessing the sales behaviours and drivers of sales professionals. It is therefore perfectly suited to help you define the “ideal” sales profile for the different teams in your company. The process is called “Strategic Directions” and includes 3 steps:
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Selected sales leaders (usually 5 or 6) complete the SPA™ Strategic Directions questionnaire to describe what they think the ideal sales behaviours and drivers should be for a particular sales team.
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MDS facilitates a 3.5 hour meeting with the group of sales leaders to discuss the results of their Strategic Directions Composite Report. This leads to an agreement of the “ideal” profile.
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The ideal profiles are then used to develop sales teams (see Driving Sales Excellence in this series) and also for hiring new sales team members.
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