{"id":8089,"date":"2026-03-06T12:33:06","date_gmt":"2026-03-06T11:33:06","guid":{"rendered":"https:\/\/www.lorenz-seminare.de\/uncategorized\/structured-interview-to-determine-individual-competencies-in-sales\/"},"modified":"2026-03-06T12:33:06","modified_gmt":"2026-03-06T11:33:06","slug":"structured-interview-to-determine-individual-competencies-in-sales","status":"publish","type":"post","link":"https:\/\/www.lorenz-seminare.de\/en\/posts\/structured-interview-to-determine-individual-competencies-in-sales\/","title":{"rendered":"Structured interview to determine individual competencies in sales"},"content":{"rendered":"<p><strong>In B2B business, a needs analysis of the target customer is the basic prerequisite for creating a suitable offer. A needs analysis of a sales employee aims to determine the appropriate measures for the individual development and qualification of sales employees.<br \/>\n<\/strong><\/p>\n<p><span style=\"text-decoration: underline;\">Social competence + professional competence (sales) = sales competence (potential)<\/span><\/p>\n<p>85 questions in all relevant fields of sales determine the personal development status of the sales employee and show the potential areas for development.<\/p>\n<h4>Benefits for sales staff<\/h4>\n<ul>\n<li>Neutral feedback and status quo report on personal sales skills<\/li>\n<li>Personal roadmap for prioritizing development measures<\/li>\n<li>Analysis result to support a regular employee or development meeting<\/li>\n<li>Directions on the way to systematically increasing sales results and revenue<\/li>\n<li>Questions and tips for self-reflection<\/li>\n<\/ul>\n<h4>Benefits for the sales manager<\/h4>\n<ul>\n<li>Saves time in determining the individual sales skills and competencies of each employee<\/li>\n<li>Helpful tool for planning sales targets for individual employees and teams<\/li>\n<li>Targeted advice and recommendations for individual employee coaching \/ employee support by the manager<\/li>\n<li>Secure basis for decision-making when putting together project teams in complex sales situations<\/li>\n<li>Opportunities to supplement the variable remuneration for the achievement of sales targets with action and development targets<\/li>\n<\/ul>\n<h4>Benefits for HR<\/h4>\n<ul>\n<li>Valuable tool for assessing sales skills and competencies in recruitment interviews<\/li>\n<li>Personalized and measurable development measures \/ training instead of a one-fits-all strategy<\/li>\n<li>Homogeneous and motivated participant groups in training courses and seminars with faster development success for participants<\/li>\n<li>Better employer branding, especially in the sales area, significant image enhancement by emphasizing the individual importance of each employee<\/li>\n<li>Efficient management and planning of personnel resources Sales also with regard to future corporate goals<\/li>\n<\/ul>\n<p><span style=\"text-decoration: underline;\">Further information? Offer? Booking? &#8211; <a href=\"index.php\/en\/contact\">Get in touch with us!<\/a>   <\/span><\/p>\n<p><em>by Max U. Treichel, trainer at Lorenz-Seminare<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>In B2B business, a needs analysis of the target customer is the basic prerequisite for creating a suitable offer. A needs analysis of a sales employee aims to determine the &hellip; <a href=\"https:\/\/www.lorenz-seminare.de\/en\/posts\/structured-interview-to-determine-individual-competencies-in-sales\/\">Continued<\/a><\/p>\n","protected":false},"author":1,"featured_media":1053,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_price":"","_stock":"","_tribe_ticket_header":"","_tribe_default_ticket_provider":"","_tribe_ticket_capacity":"0","_ticket_start_date":"","_ticket_end_date":"","_tribe_ticket_show_description":"","_tribe_ticket_show_not_going":false,"_tribe_ticket_use_global_stock":"","_tribe_ticket_global_stock_level":"","_global_stock_mode":"","_global_stock_cap":"","_tribe_rsvp_for_event":"","_tribe_ticket_going_count":"","_tribe_ticket_not_going_count":"","_tribe_tickets_list":"[]","_tribe_ticket_has_attendee_info_fields":false,"footnotes":""},"categories":[25],"tags":[105],"class_list":["post-8089","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-posts","tag-distribution"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Structured interview to determine individual competencies in sales | Lorenz-Seminare<\/title>\n<meta name=\"description\" content=\"In B2B business, a needs analysis of the target customer is the basic prerequisite for creating a suitable offer. 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