Can You Improve Your Existing Sales Force?

Our Sales Team assessment provides growing companies with the timeliest and most accurate insights for growing sales, profits and market share. We look at your people, strategies and systems and can tell you whether your people can actually execute the company’s strategies, meet your expectations and belong in the roles they are in. You’ll learn which of your existing salespeople could be performing two, three or even four times better. You’ll discover what you must do in order to help those people achieve their potential. You’ll understand which of your people won’t ever perform any better than they do right now and why. We analyse your pipeline for quality and quantity and report on the effectiveness of sales management. Where do you want to go?

As Jim Collins, author of the business best-seller “Good To Great” says, “If you want to be a good-to-great company, you have to first put the right people on the bus, get the wrong people off the bus and get the right people into the right seats.  Then you can drive the bus anywhere.”

About Your Sales Organisation

The Sales Effectiveness and Improvement Analysis (SEIA) is the single most important collection of information about your company’s sales organisation. The SEIA looks at the people, systems and strategies in your sales organisation. It sheds light on potential problems with your hiring criteria, 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, and business being lost as a result of weaknesses among your salespeople. 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.

When you evaluate your sales force using the SEIA you will learn:

  • what you can reasonably expect from your existing sales force
  • what it will take for your sales force to execute your strategies
  • sales management effectiveness at coaching, motivating, recruiting growing  and holding salespeople accountable
  • the quality of the pipeline (if appropriate)
  • who can improve and by how much
  • recommended training curriculum
  • ROI from training and much, much more.

The assessment tool will identify the specific growth potential of the Sales People and Sales Managers, what needs to be done to help them achieve that development and how long it will take.  It will detail who will not get any better and why.

Contact us for sample reports, case studies and pricing.

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