About the SOCAscore
The SOCAscore is a unique way to appreciate that successful sales people have a combination of technical selling skills as well as salesmanship. We make a clear distinction between the two and believe that having competence in both selling and salesmanship is what makes sales people into winners.
Selling skills are generally learnt from training courses, books or seminars and tend to be science based because there is usually one accepted correct way of doing things. Sales people mainly use technical and managerial skills to control what they do.
Salesmanship is more like art, and like art, different things work for different people. As such it cannot be taught easily. But we know that successful sales people use a blend of personality, behaviour and experience to influence buyers.
The SOCAscore recognises that the key to sales success is to possess significant strengths in both selling and salesmanship. Whether you are employing, promoting or developing sales people, you need to understand their ability in all the skills that make up selling and salesmanship, to reduce the risk of failure.
The SOCAscore provides an objective measurement of the critical skills and produces a reliable and easy to understand online report immediately. The report is mailed to the person who is paying for the test, which may or may not be the candidate. Duplicates of individual assessments are not available and we do not discuss the results with anyone, with the only exception being that the official recipient requests further analysis of the test results, at an additional charge.
The SOCAscore test uses 140 statements to test competence in 35 critical skill sets. Candidates are shown a series of statements and asked to indicate how strongly they either agree or disagree with each one. The test is conducted online, takes about 30 minutes to complete and provides results immediately.
SOCA Management Consultants Limited developed the SOCAscore using over 20 years of expertise in assessing and developing sales people's skills levels. During the development and field trails of the SOCAscore we were supported by Organisational Development consultants with specific expertise in designing competency based frameworks to ensure the validity of the SOCAscore.
Our clients continue to be impressed with the accuracy of the results leading us to believe that the SOCAscore provides sales managers, recruitment consultants and individuals a reliable template for measuring and understanding sales skills and career potential.
