Every successful sales team has one thing in common: a deep understanding of the sales process. While experience and charisma play a role, the ability to navigate each stage of a sale with precision is what sets top performers apart. The Target Selling Insights™ (TSI) Assessment is a game-changer for sales managers, sales directors, and business leaders who want to unlock the full potential of their salespeople and account managers.
What is the TSI Assessment?
The TTI Target Selling Insights™ Assessment is an advanced tool designed to analyse a salesperson’s or account manager’s knowledge of the sales process. It evaluates how well they understand and apply key sales strategies, comparing their proficiency to top sales performers. This assessment is commonly used for:
- Sales training and development programs
- Sales coaching and performance improvement
- Benchmarking sales capabilities against industry standards
- Identifying knowledge gaps and areas for growth
The Six Essential Sales Stages
The TSI Assessment measures a salesperson’s understanding of the six critical stages of a successful sale:
- Prospecting – Identifying potential buyers and crafting an effective prospecting strategy.
- First Impression – Building trust and rapport through meaningful client engagement.
- Qualifying – Understanding client needs and conditions that influence purchase decisions.
- Demonstration – Presenting tailored solutions that address the buyer’s specific challenges.
- Influence – Overcoming objections and building value to cement the buying decision.
- Closing – Asking for commitment, handling final objections, and negotiating for a win-win outcome.
How the Assessment Works
The TSI Assessment consists of 48 scenario-based questions, with four possible responses ranked from best to worst. It takes approximately 45 minutes to complete, and the final report provides a weighted evaluation of the individual’s performance across each sales stage. This detailed insight helps sales managers identify strengths, pinpoint areas for improvement, and customise training programs for maximum impact.
Why Sales Teams Need the TSI Assessment
The TSI Assessment is more than just a sales quiz—it’s a powerful diagnostic tool that uncovers the depth of an individual’s sales knowledge and their ability to apply it in real-world scenarios. Understanding the right strategies is one thing; executing them effectively is another.
Key Benefits: ✅ Identify strengths and gaps in sales knowledge ✅ Customise sales training to address specific needs ✅ Focus coaching efforts on the stages that drive results ✅ Benchmark sales performance before and after training
Precision Coaching for Maximum Sales Impact
Sales leaders can use the TSI Assessment to tailor coaching strategies based on data-driven insights. Whether onboarding new salespeople or refining the skills of experienced team members, this assessment provides a roadmap for targeted improvement.
Drive sales performance, boost confidence, and align your team’s efforts with the strategies that lead to success. Invest in the Target Selling Insights™ Assessment today and equip your sales team with the knowledge they need to excel in any market.
➡️ Download a sample assessment here
➡️ Download a sample group team report here
📞 Contact The DISC Agency today to learn more: 1300 690 469 or support@thediscagency.com.au
