Assessment of Complex Consultative Sales Performance
The world of sales is changing. Buyers today want help fixing problems, not just filling needs, and expect sales people to add value in a larger context. This session will describe the development of an assessment platform that measures sales performance at three levels of complexity. Targeted at newly developed dimensions, six integrated exercises simulate a complex sales process over a three-month period of time. Besides rating the dimensions, assessors evaluate overall effectiveness at the highest sales level attempted.
Speaker
Ann Howard
Manager of Assessment Technology Integrity
Development Dimensions International
Ann's responsibilities include assuring quality in assessment technologies; recruiting and screening psychologists for DDI; providing continuing education for selection and assessment consultants; and delivering pilot programs.
Ann's professional experience includes serving as president of the Leadership Research Institute, a nonprofit organization that she co-founded in 1987. She was formerly with AT&T, where for 12 years she directed two longitudinal studies of managers that relied extensively on assessment center methodology as a research tool.
Ann is the author of more than 75 publications on topics such as assessment centers, management selection, managerial careers, and leadership. She is the senior author (with Dr. Douglas W. Bray) of Managerial Lives in Transition: Advancing Age and Changing Times, which received the George R. Terry Award of Excellence from the Academy of Management in 1989. She has edited two books: The Changing Nature of Work (1995) and Diagnosis for Organizational Change: Methods and Models (1994).
She is a frequent presenter at conferences and workshops. She has had leadership roles in a variety of professional organizations and is a past president of the Society for Industrial and Organizational Psychology and the Society of Psychologists in Management.
Ann received her Ph.D. degree from the University of Maryland and her M.S. degree from San Francisco State University, both in industrial-organizational psychology. She holds an honorary doctor of science degree from Goucher College, where she earned a B.A. degree in psychology.
