Sales Force Evaluation

Sales Force Evaluations – Many of our engagements begin with a Sales Team Evaluation, which provides an in-depth look at the people, systems, processes, and strategies. This helps answer the most difficult questions about sales team performance and provides a road map for planning an effective and meaningful sales development program.

In addition to answering tough questions, we analyze your current sales hiring criteria, the quality of your pipeline, the effectiveness of your sales management team, and strategy alignment. We analyze your salespeople’s capabilities relative to executing your strategies, their comfort with your GTM model, and explain why their sales opportunities are lost or stalled. We identify salespeople who can perform more effectively and what you must do in order to help them reach their potential. We also identify non-performers who can be saved, accurately predict how long it will take, and define the help they will require to become productive. If you are attempting to transition your company from “Good to Great,” we can help you understand which people are part of your future, which roles they are best suited for, and who should remain part of your past.

Included Analyses:

• Pipeline Analysis
• Sales Process Analysis
• Growth Potential
• Sales Management Capabilities
• Sales Leadership Capabilities
• Sales Capabilities
• Role Analysis
• Sales Coaching Analysis
• Hunting Analysis
• Consultative Selling Analysis
• Qualification Analysis
• more!

Here are some helpful articles about evaluating your sales team:

• The $370 Fuse: Broken Trash Compactor Offers Lessons to Fix Sales Problems
• Insights Revealed in The Ultimate Analysis of the Sales Force
• Sales 102 – The Pitch Deck, the Price Reduction and the Data
• Learn How We Discovered They Had the Wrong Salespeople
• The Magic of the Sales Force Evaluation
• Top 20 Conditions that Dictate a Sales Force Evaluation
• Did Our Sales Team Evaluation Uncover a Part-Time Job Selling Drugs?
• Denial Over a Sales Force Evaluation
• This Philosophy Will Lead to Greater Revenue

Learn more about Evaluating the Sales Team