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  5. Regence Sales Development Assessment - Mngrs

Regence Sales Development Assessment - Mngrs

 
 
Directions: The following directions and points to remember will help you complete the Sales Development Assessment accurately and efficiently.

• PLEASE READ CAREFULLY! This assessment includes sales skill areas that have been identified as critical to Regence’s success. Both you and your manager will complete the assessment.

• Individual results will be treated confidentially between you and your manager.

• Time to complete averages 30 - 40 minutes. Plan on completing the assessment in one session. If you terminate the session before completion, it will not save or track where you left off.

• You can return to responses and change ratings until you hit the final submit button at the end of the survey.

• Behavioral examples associated with each competency should be considered at a level appropriate to the position of the person you are assessing.

• Because different job positions may require different levels of knowledge or skill for the same competency, proficiency levels may vary by job role, as well as by individual.

• When responding to each assessment item, if you find a statement that you believe is not applicable or of very low occurrence, rate the level of proficiency based on if you were required to perform that skill or action today.

• You will be able to print a copy of your completed survey for your records. You will also be able to access your submitted survey through a secure site on the Regence Sales Development Center spark site.

• Please direct any questions you may have about the Sales Development Assessment to Darell Provencher in Organization Development. Thanks.
 
 
Indicate level of proficiency using the definitions and competencies listed below.
Scale Rating Anchors:

Inexperienced (1) = may possess some knowledge and skills in this area, but needs further training and/or practice to be fully proficient

Fully Proficient (4) = consistently and effectively applies knowledge and skills in this area

Mastery (7) = recognized expertise in this area, able to mentor and teach others
 
 
 
SALES/ACCOUNT MANAGEMENT SKILLS
 
Applies a disciplined sales/account management strategy and process.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
1. Continuously scans for opportunities with new prospects and existing accounts and populates account pipeline; follows up on leads and performs interest-building calls; manages sales cycle progress for each account by identifying specific activities that will occur over a 12-month period.
2. Reviews opportunities and determines where or how to allocate effort and resources; thoroughly understands unique customer needs and opportunities for differentiation in solution; develops approach strategy tailored to the most appropriate individuals who have decision-making authority.
3. Anticipates and adjusts for problems and roadblocks; develops strategy to address opposition and maintain/regain confidence.
4. Uses rigorous logic, methods and creativity to solve difficult problems; probes all fruitful sources for answers; can see hidden problems; looks beyond the obvious and doesn’t stop at the first answers; drives for resolution.
5. Prepares and analyzes standard and ad hoc reports on account status and effectively delivers results along with proposed strategies to stakeholders.
6. Measures performance against goals; demonstrates follow through and evaluates results.
7. Develops and uses account planning tools, templates, and procedures; monitors and communicates sales forecasts and pipeline activities to track progress against objectives.
8. Ensures customer satisfaction and that deliverables align with contractual terms and conditions.
 
Demonstrates business acumen and understanding of all financial and funding mechanisms.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
9. Knows how businesses work; applies knowledge of industry trends and information affecting his/her book of business and organization (includes knowledge of collective bargaining); knows the competition; is aware of how strategies and tactics work in the marketplace.
10. Demonstrates understanding of client’s business strategies and corresponding HR strategies, including common challenges (downsizing/rightsizing, generational workforce) and potential strategies for overcoming such challenges. This acumen should include familiarity of rules and issues associated with eligibility and work hours (shift work, remote work and flexible scheduling), waiting periods, Section 125, enrollment processes (HR data sources), funding sources, payroll deductions (cost sharing methodologies and philosophies) and accounts payable processes.
11. Applies in-depth knowledge of underwriting methodologies, funding mechanisms and pricing components; is able to articulate and negotiate options based on financial objectives of each account.
12. Employs financial analysis skills (pricing, margins, probability analysis) to understand and explain rating action, prepare for opposition and offer alternative solutions.
13. Demonstrates ability to communicate and negotiate effectively with all areas related to the sales/account management functions (i.e. UW, operations, legal). Understands the perspective (objectives and challenges) of others within Regence and leverages that knowledge to deploy the optimal solution and experience for both the customer and Regence.
14. Demonstrates ability to negotiate effectively on behalf of Regence with external parties. Proactively gathers information throughout the sales cycle to understand the interests/concerns relevant to negotiations. Gains trust of other parties quickly and communicates confidently in negotiations. Has good sense of timing, wins concessions and navigates the process to achieve negotiating goals.
15. Monitors customer/prospect developments and competitive activity in accounts and builds strategies for countering competitive messages.
16. Uses rigorous logic and methods to solve difficult problems with appropriate tools and effective solutions.
17. Demonstrates a comprehensive understanding of local, regional, and national markets and pricing trends; Works with others to ensure appropriate solutions and pricing.
 
Leverages "second sale (ancillary products)" opportunities.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
18. Demonstrates competency with ancillary product knowledge.
19. Demonstrates competency in application of ancillary benefit strategies to solve an employer’s business problem.
20. Establishes and maintains relationships with key stakeholders connected to ancillary product offerings; knows when to bring these experts into the sales process.
21. Establishes and maintains a key account prospect list for cross-selling; able to articulate and present cross-selling value proposition specific to each account.
 
Applies the right sales tools/resources at the right time and place.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
22. Demonstrates in-depth knowledge of product and service features and associated benefits.
23. Adapts and tailors messages as required—Ensures that value propositions clearly and compellingly speak to the needs and perspectives of all decision-makers. Effectively addresses any objections or concerns and constructs mutually beneficial solutions.
24. Orchestrates support for negotiations—Where warranted, coordinates the input of knowledge experts into the development of a negotiation strategy; ensures that stakeholders understand their role in the process; focuses efforts of others on achieving the business outcome; continuously checks with experts to ensure commitments are valid and can be delivered.
25. Develops winning proposals aligned with customer/prospect needs, business priorities, and/or technical and operational requirements; communicates key competitive advantages; offers unique solutions and works with others to ensure appropriate pricing.
26. Drives to close and asks for the business at the appropriate time.
27. Manages the milestones essential for timely deliverables.
 
 
Indicate level of proficiency using the definitions and competencies listed below.
Scale Rating Anchors:

Inexperienced (1) = may possess some knowledge and skills in this area, but needs further training and/or practice to be fully proficient

Fully Proficient (4) = consistently and effectively applies knowledge and skills in this area

Mastery (7) = recognized expertise in this area, able to mentor and teach others
 
 
 
CONSULTATIVE SELLING SKILLS
 
Cultivates and develops trusted advisor status with customers/prospects.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
28. Manages total customer satisfaction and optimizes customer/prospect experience to build loyalty; serves as advocate for customer/prospect within Regence organization.
29. Gathers account/market intelligence and maintains current understanding of customer/prospect's business; develops expanded relationships with customer/prospects to gain entry into business planning activities.
30. Nimble and adept at uncovering and defining customer/prospects’ needs and meeting those needs with solutions that add value (combining our products and services appropriately).
31. Conversant with respect to market trends, demographics and other analytics pertinent to book of business.
32. Is widely trusted and sought out for advice; is viewed as an expert in the field; and is seen as a direct, truthful individual.
 
Cultivates relationships with business partners (producers/agents) and community networks.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
33. Relates well to all kinds of people; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.
34. Actively engages in local/community activities.
35. Is widely trusted; and sought out for advice; is viewed as an expert in the field; and is seen as a direct, truthful individual.
 
Demonstrates ability to capitalize on opportunities to create and nurture alliances.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
36. Develops and maintains effective relationships within the organization (i.e., health care services, underwriting, Regence Life and Health, RegenceRx, claims, customer service, membership, provider services)
37. Understands, aligns and appropriately leverages available resources for solution deployment.
38. Collaborates with financial, legal, operational and technical experts to develop a business justification for each specific opportunity to ensure internal buy-in; enlists champions within both Regence and customer/prospect organizations.
39. Is widely trusted; and sought out for advice; is viewed as an expert in the field; and is seen as a direct, truthful individual.
 
Influences purchasers in understanding the merits of each Regence solution.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
40. Maintains in-depth knowledge of product or service features and associated benefits.
41. Develops and communicates compelling value propositions aligned with customer/prospect needs, business priorities, and/or technical and operational requirements.
42. Can compare and contrast Regence’s value proposition to that of key competitors; clearly communicates key competitive advantages.
43. Skilled at articulating quantifiable proof points.
 
Understands the impact of health care reform and current health delivery system trends on employer groups and members.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
44. Knowledgeable of health care reform updates and information – especially Regence policies and implementations.
45. Skilled at helping customer/prospects understand and navigate health care reform as it relates to Regence plans and processes.
46. Monitors business/industry conditions, customer/prospect developments and competitive activities related to health care reform.
 
Delivers compelling sales presentations.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
47. Effective in a variety of presentation settings; formal, one-on-one, small and large groups, with peers, and bosses; is effective both inside and outside the organization, on both ordinary, complex and controversial topics; commands attention; can change tactics midstream when something isn’t working.
48. Expresses self clearly and concisely so the subject matter is easily understood by internal and external audiences.
49. Demonstrates fully proficient verbal/written presentation skills.
50. Develops and delivers effective and persuasive presentations (finalist, value proposition) that are aligned with customer/prospect needs, business priorities, and/or technical and operational requirements.
 
 
Indicate level of proficiency using the definitions and competencies listed below.
Scale Rating Anchors:

Inexperienced (1) = may possess some knowledge and skills in this area, but needs further training and/or practice to be fully proficient

Fully Proficient (4) = consistently and effectively applies knowledge and skills in this area

Mastery (7) = recognized expertise in this area, able to mentor and teach others
 
 
 
SALES COACHING SKILLS
 
Balances corrective with positive feedback.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
51. Provides feedback in a way that protects the dignity of recipients and is timely in its delivery.
52. When providing feedback, is specific regarding what was observed, the impact, and expected future performance. Clearly articulates what was done effectively and supports replication of effective behaviors.
53. When providing feedback, it is specific regarding what was observed, the impact, and expected future performance. Clearly articulates where there are challenges and provides guidance to ensure that recipients target their improvement activities appropriately.
54. Provides salient examples to guide recipient performance, and supports individuals through work-related challenges.
55. Leverages opportunities to show appreciation and encourages the right behaviors.
 
Identifies sales person’s strengths, weaknesses, and opportunities for performance enhancement.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
56. Holds people accountable and creates opportunities to expand staff’s competence and commitment to accountabilities.
57. Uses joint selling experiences to observe, evaluate and provide documented feedback.
58. Recognizes and rewards development of high-functioning internal and external relationships.
59. Encourages out-of-the-box thinking that contributes to innovative ideas and strategies.
60. Uses developmental feedback to guide sales/account management person to understand effectiveness of their actions and associated results.
61. Demonstrates agility and openness to change and encourages the same in others.
 
Leverages motivation as a key enabler of sales performance.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
62. Identifies and, whenever possible, removes obstacles to motivation. Aligns various internal, external and personal motivational factors to create an optimum performance environment.
63. Uses open-ended questions to increase understanding and promote self-discovery; exhibits excellent listening skills.
64. Makes an effort to create trust and open communication within the work environment.
65. Flexes coaching and communication style to provide the appropriate balance of directive and supportive feedback.
66. Consistently recognizes and rewards improvements in sales behavior and selling skills.
 
Links expected behaviors to strategic outcomes.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
67. Helps staff recognize connections between expected behaviors and their contribution to achievement of customer’s/prospect’s strategic objectives.
68. Clearly and frequently articulates connections between expected behaviors and achievement of Regence’s strategic objectives.
69. Reinforces and documents specific behaviors that contribute to strategic outcomes for both the customer/prospect and the Regence organization.
70. Holds staff accountable for changes in behaviors that do not contribute to strategic outcomes for both the customer/prospect and the Regence organization.
 
Demonstrates and mentors expected sales behaviors.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
71. Models the behavior that supports our Cause and Core Strategies including holding active and ongoing discussions with staff.
72. Uses on-the-job opportunities to demonstrate best practices, preferred sales tactics and sales professionalism (for example, sales "ride-alongs", listening in on sales calls – in person, by phone or online, and tool or system demonstrations with customers/prospects).
 
Leverages support programs to expand and enrich new learning.
Inexperienced 2 3 Fully Proficient 5 6 Mastery
73. Builds learning related activities into business plans and sales persons’ expectations. Works collaboratively with sales person to create and manage the individual development planning process.
74. Identifies and supports supplementary training or other resources (publications and professional associations) of potential use in performance enhancement.
 
 
 
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