Sales Force Evaluation

You Have an Aggressive Goal... You Have a Plan... But
Do You Have the Right People In Place?

Does your sales force have what it takes to execute the strategies necessary to achieve your corporate sales goals?

  • Are they motivated enough to change?
  • Do they have $10,000 skills in a $1,000,000 territory?
  • Will their belief systems allow them to achieve success?
  • Do they have call reluctance issues?
  • Are your salespeople comfortable with your expectations?
  •  Is your sales management team doing what it takes to grow the sales force?
  • Is your sales force being held accountable?
  • What is the quality of your pipeline?

Evaluate Your Current Sales Force

Before any improvements are undertaken it is imperative to know your current situation. It is necessary to evaluate whether your current systems, processes and people are capable of achieving your goals. This comprehensive report will not only tell you where you are currently, it will tell you how your organization compares to other sales organizations nationally. It will also tell you the amount and type of training needed, who will benefit from training, and who is not likely get any better.
The report contains the following major sections:

SALES MANAGEMENT
Your management team is evaluated to determine if:

  • They are spending time on the right activities
  • They have sufficient management skills to grow the sales force
  • They have the belief systems necessary to support the growth of the sales force
  • They have what it takes to recruit the right talent to the organization.

SALES PEOPLE
Each of your people is evaluated to determine:

  • What sales skills they possess
  • What hidden strengths and weaknesses they have which will support growth or hinder it
  • If they are hunters, farmers, or ambassadors of good will for the company
  • What growth potential they have (i.e. how much better you can reasonably expect them to get)
  • What training is required to achieve growth
  • If there is sufficient motivation to change

PRIORITIES
You and your management teams are evaluated to determine if:

  • The priorities with respect to sales, marketing, and business issues are consistent with each other
  • Each management teams' priorities are consistent with yours

COMPATIBILITY WITH STRATEGIES

We will help you define the characteristics of your organization's management style, work environment, and culture. Then your people are tested to see how compatible they are with your unique environment.

PIPELINE EVALUATION

Actual deals your people are working on are analyzed to develop a report on the strength of their pipeline. This is accomplished by having them answer 19 questions about each deal. If your forecasts have been unreliable this section of the report will tell you why.