Why the Target Selling Insights report is an improvement.
Report Info
TTI Success Insights Sales Skills Index (SSI) is an objective analysis of an individual’s understanding of the strategies required to sell successfully in any sales environment. The SSI report was last updated in 2009.
TTI Target Selling Insights (TSI) Measures an individual's understanding of sales knowledge. For anyone wanting to improve and excel in sales. This report was released in 2018.
Terms
The table below shows the terms used in each report, and the definitions of terms. As you can see, the report terms share a common meaning.
|
TSI |
TSI Definition |
SSI |
|
Target |
…activity of traditional prospecting is coordinated |
Prospecting |
|
Adapt |
… first face-to-face interaction |
First Impression/Greeting |
|
Research |
…is the questioning and needs analysis stage |
Qualifying/Questions |
|
Guide |
… the ability of the salesperson to present his or her product or service |
Demonstration |
|
Explain |
…enable the salesperson to build value and overcome any doubts |
Influence |
|
Transition |
… final stage of any sales process is asking the prospect to buy |
Close |
While the key terms are shared, the content of the TSI report has been updated to match current work and social environments, while the SSI's recommendations are somewhat dated.
Terminology Option
In your IDS account, you can change which set of terms you want on your reports. When creating a link, or editing an existing link for TSI, expand the report options. You will see this field.
If you select "Target Terms" you will get column one of the table above. The "Legacy Terms" option will use the SSI report terminology.
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