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.
To ensure that any curriculum or program developed has the highest chance for success, early in the analysis phase we benchmark your team, using our field-tested tools (Extended DISC, Devine Inventory) to identify individual sales or management habits and communication styles.
We also use the Sales Evaluation Improvement Analysis tool for identifying and quantifying the gap between the expectations of team members and any level of management. This information provides the vital “roadmap” to construct a training program that is truly focused on the participant’s needs.
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?