Consultative Transactional Quotient
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Consultative Transactional Quotient
Consultative Transactional Quotient (‘CTQ’)
Consultative salespeople are different in their behaviour from Transactional salespeople. It is important to analyse and determine what type of salesperson you need for your business.
Do you need a Consultative salesperson for your more complex, longer-lead time sales?
Do you need a Transactional salesperson for your one-off, commodity type sales?
Are you looking for salespeople who are a hybrid between an account manager and a salesperson?
What type of salesperson you need is determined by what you are selling and how you sell. The Value Pyramid below can help you determine this.
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For larger organisations, the mixture of Consultative selling and Transactional selling doesn’t mix in the same business unit. These are two different approaches with often different buyers and different timescales and different commercial models.
For smaller organisations you may well have to mix both types of selling but you must be aware that there is a difference and know when and how to deploy your salespeople in different ways.
Selecting and developing the right people: building a great team
Through many years of working with both large and small organisations helping them to optimise their sales performance, we have developed a benchmark of sales behaviour, the CTQ. The 3 steps are:
1. Very rapidly we help you assess what type of salespeople you need for your business by creating a job benchmark for the role. From this we can create a salesteam benchmark.
2. Next we run your benchmark(s) against our robust and well-populated CTQ benchmark data.
3. Finally we show you what the match is between the benchmarks and discuss actions around any gaps.
The CTQ is not a psychometric test. It is built on standards created in a proven behavioural profiling tool. There are no right or wrong answers. We help you look for the best-fit for your organisation.
“I have completed a lot of assessments over the years but I found this one to be incredibly insightful and pertinent to my career and interactions with others. What made the experience that much more beneficial was Helen. She clearly has a wealth of experience with this tool and analyzing people. Her analysis and feedback were so appreciated.”
Kristen Dearing, Sales Director, Sun Microsystems Inc
