Evaluating your sales force (your people, in the context of your sales systems, processes and strategies) is the most powerful and cost-effective thing you can do.

We expect our analysis to answer four critical questions:

• Why aren't we more effective?
• How much more effective can we be?
• What will it take to accomplish that?
• How long will it take to accomplish that?

Here's some of what else you can learn from an evaluation:

• How Does Sales Leadership Impact Our Sales Force?
• What Are Our Current Sales Capabilities?
• How Motivated Are Our Salespeople and How Are They Motivated?
• Why Aren't We Generating More New Business?
• Are We Reaching the Actual Decision Makers?
• Why Isn't Our Sales Cycle Shorter?
• Are We Selling Consultatively?
• Are We Selling on Price and Who Can Become a Value Seller?
• Is Our Value Proposition Consistent?
• Can We Close More Sales?
• Do Our Systems and Processes Support a High Performance Sales Organization?
• Are We Being Consistent with Our Sales Process?
• How Well Are Our Sales Leadership Strategies Aligned?
• Do We Need to Change Our Selection Criteria?
• Is Our Ramp-Up of New Salespeople Fast Enough?
• Can We Improve Our Pipeline and Forecasting Accuracy?
• Can We Improve Our Sales Culture?
• Who Can Become More Effective in Their Roles?
• What Are the Short-term Priorities for Accelerated Growth?