Yes – the sales scenario is simple by design. We don’t want folks agonizing and having to invest major time in preparation. It would be impossible to ask someone to run a role play for your actual sales situation – they don’t know the product, your messaging, competition, etc. But Sales Support folks need to be great sales people too, and often they are not. They are often moved into these roles because they have product or subject matter expertise. But particularly in a complex sales situation with a long-term sales cycle, sales support folks can be the most powerful message delivery resource in your team. You need to know what skills they have and what is their propensity to learn when they look to move into the role. And then you will need to help them get better. The assessment process is a great way to not only assess but start their learning process on skills that will be necessary to be a superstar in a sales support position.
