Sales Force Evaluation
Just like going to the doctor for an examination when you aren’t feeling well, the sales force evaluation tells the CEO what condition the sales force is in and what to do about it.
Our sales force evaluation looks at the people, systems and strategies in your sales organization. It sheds light on the quality of your pipeline, the effectiveness of your sales management efforts, whether your management team is on the same page, whether your salespeople are capable of executing your strategies, how comfortable your salespeople are with your model for going to market, the amount of business being lost as a result of weaknesses among your salespeople and potential problems with your hiring criteria.
In addition, it identifies the salespeople who should be performing better and what you must do in order to help them reach their potential. You’ll also learn who is trainable, how much training they’ll need and the kind of help from which each will benefit. And if you are attempting to transition your company from good to great, you’ll learn which of your existing people should be on the bus, which seats they should be in and who should be off the bus. We also provide similar information for business development and professional services.
Top 20 Conditions that Dictate a Sales Force Evaluation
Why is our sales performance, revenues or profits are lagging
How effective is our sales management team
Do we have the right selection/ criteria for hiring
Can we hire stronger sales people than we have now
Can we scale with the people we have
What do our people need in a sales director, manager or VP
During due diligence, a merger or acquisition are we getting what we think we are getting
How can we improve our win rates
What must we do differently to accelerate growth
What kind of help do my people need before we conduct any sales or sales management/leadership training, coaching or development
How can we identify if we have the right people in the right roles and how can we insure their success
Who can make the shift from transactional selling to consultative or solution selling
Who has the right stuff to hunt for more new business
What is my sales force missing and how much more can I expect from them once they get what they need
What do I do with the under performers? Which ones can rise up, which are in the wrong role and which are too far gone
We need to change our growth strategies. Can my sales organization make the change and can they execute
Are the executive team and sales management on the same page
Why do so many deals fall out of the pipeline in the last week and is our current pipeline solid
Our sales force is under performing compared to other teams, why
We are losing too much business to competition. Is it our product/service, our strategy or our people
