What will DSF do for salespeople?

It will tell them:

	How their customers and sales managers evaluate their selling skills
	How thoroughly they know their products and competition
	How well they listen and problem solve
	How effectively they deal with face-to-face interactions with customers
	How well they uncover customer needs, manage objections, and close a sale.

What is it?

DSF is a survey-based program that tells salespeople how their customers and their sales managers see them. It also shows them how to minimize shortcomings, and how to build on their strengths.  DSF is a summary for each salesperson -- a profile of how that person is evaluated by customers and sales managers. The summary highlights areas in which improvement is needed and outlines a plan for achieving greater selling effectiveness.

Why it works:

DSF shows your salespeople their effectiveness by revealing how their performance is viewed by their customers and sales managers. It allows them to compare themselves to "norms" -- how other salespeople in other companies are rated. It provides specific (down-to-earth) feedback and equally specific recommendations for improving sales performance back in the field.  DSF gives your organization an overview of all its salespeople and how they sell where they are performing well and where they could use improvement. Such information, ultimately, will help to create better utilization of sales force resources, better account penetration, and repeat business.

How it works:

DSF can stand alone as an independent program when used as follows:

	For individual salesperson development without a seminar, using the application manual to evolve a self-improvement action plan
	In combination with a half-day or one-day seminar that will sharpen individual, on-the-job action plans for improvement
	Integrated into special sales meetings to complement and focus your ongoing, in-house sales training programs.

DSF can be linked with other Dimensional Training programs as:

	An immediate, post-seminar bridge to real-world application
	A post-seminar skill refresher, a motivator to use the newly acquired skills, or a follow-up extender 6 to 12 months after the seminar
	A pre-seminar, real-world feedback survey to focus discussions and build relevance for skill development.

Why you should try DSF:

DSF is the culmination of our 39 years experience in assessment, providing feedback to our clients, and in training and development.  DSF is a unique program designed to survey a cross-section of your customers. That is why it does two jobs: First, it helps individual salespeople improve and develop; second, it provides your organization with an overview of where your salespeople are strong and where they could use some help -- and then prescribes the kind of help they need.  DSF provides the kind of high- impact, pragmatic feedback that paves the way for more effective results where it matters most -- with your customers.

Dimensional^® Manager Feedback (DMF)

Dimensional Feedback is also available in our DMF format for managers. A multi-rater program that includes feedback from direct reports and bosses, DMF culminates in a comprehensive narrative report that profiles the manager's current level of proficiency in needed skill and behavioral areas. Comparative performance norms for your industry or your organization can also be included to provide managers with a meaningful account of their level of proficiency.

To read an article on this topic, click here!

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