The tool used for this evaluation was the Sales Capability Index (SCI). SCI is a set of functional capabilities one must have to perform a particular task. A role may perform several tasks and therefore capabilities for each of these tasks, bifurcated by knowledge and skills, were mapped. Centum’s extensive understanding of the telecom Sales & Distribution domain through functional experience throughout the globe played a significant role in developing SCIs for multiple roles.
Since the SCI was calibrated based on roles, every role holder was tested on parameters relevant to their roles. The entire activity had a developmental focus and a two pronged method was used to conduct the assessment:
- Testing Knowledge – A 90-minute questionnaire, divided into five parts was designed for this purpose. The Questionnaire was administered in a timed, closed room environment.
- Testing skills – Centum Learning designed a set of one-on-one simulations along with observation sheets. The observation sheets were designed to capture binary responses on observable skills during the simulation. The simulations were conducted jointly by the client and Centum Learning. The presence of a local representative ensured that the simulations provided for the local business realities and cultural nuances were catered to.