Why Evaluate Your Current Salesforce?
- To identify specific weaknesses in performance.
- To determine if you have the right people.
- Nagging questions about a few reps.
- To design a focused training program.
- Poor experience with previous training.
- Need to upgrade salesforce.
- To determine what expectations you should have of your
salesforce.
- Need to hire a Sales Manager and determine the correct
type of candidate.
- Planning to hire some new reps, and need a picture of
where you are now.
|
| |
The Process
- You complete a Client Profile.
- You complete a Review of Management Priorities.
- Sales Manager completes on-line Self-Assessment.
- Sales Reps complete on-line Self-Assessment.
- Sales Reps complete on-line Pipeline Questionnaire on
Prospects.
Call for a FREE telephone consultation at
800 361-4908.
- Stephen Berke Ph.D. ext. 304
|
Clients reported...
“…in less than two years, we've easily doubled our sales.”
E.K. President
“…(growth) at least twice the rate we were before.”
S.L. President
|
| |
|
Some Highlights of What You Will Learn
- Can your reps sell? Will they sell?
- How your reps’ priorities compare with your company’s
priorities.
- How your Sales Manager’s priorities compare with your
company’s priorities.
- Why certain reps are not performing to your
expectations, and what to do about it.
- Growth potential of each rep, and where to concentrate
your training and coaching.
- How much incentive your reps have for change.
- Detailed findings of strengths and weaknesses.
- Individual representative competency level.
- How good is your pipeline for new business?
- Insights into your hiring process
|
What We Measure
- We measure Crucial Success Elements:
- Desire to succeed.
- Level of commitment.
- General outlook and attitude.
- Acceptance of responsibility for one’s own actions.
-
We measure Hidden Weaknesses that block
sales performance.
-
Need for approval.
-
Attitudes towards the buy cycle.
-
Personal beliefs.
-
Money issues.
-
Ability to control emotions.
-
We measure the 21 Core Competencies needed
for successful selling,
(e.g. strong self-confidence, acceptance of rejection, consistent
prospecting etc.)
|
Reports You Get
|
|
| 1. Executive Summary
|
a. Comparison of your
company to a typical company.
b. Measurement of the 4 Crucial Elements for success.
c. Measurement of the 5 major Performance Factors that form barriers to
improvement.
d. Training analysis covering growth potential, skills, and strengths. |
|
|
| 2. Sales Management
Issues |
Analysis of
coaching, motivating, recruiting, accountability for results, and discussion
of conflicts with management priorities. |
|
|
| 3. Pipeline Analysis
|
Determination of
salesperson’s knowledge of their prospects. |
|
|
| 4. Representative
Skill Set Summary |
Rating of each rep
on the relevant criteria for each style, (Hunter, Closer, Qualifier, Farmer,
Account Manager, Intellectual, Timid, and Ambassador). |
|
|
| 5. Sales Management
Skill Set Summary |
Determination of
skill patterns for different Sales Management tasks (The Recruiter, The
Coach, The Mentor, The Performance Master, and The Motivator). |
|
|
| 6. Overall
Salesforce Evaluation |
Detailed review of
specific problems uncovered, and relative rating of each representative. |
|
|
| 7. Sales Manager
Assessment, and Sales Rep Assessment |
Detailed analysis of
findings and recommendation for each individual in the sales organization. |
Walden Programs Available
- The Salesforce Performance Optimizer©.
- The Professional Sales Recruiting Program.
- The Professional Sales Training Program.
- The Comprehensive Sales Game Plan.
|
Getting Started
Call Walden for more information and a FREE telephone
consultation at
800 361- 4908.
- Stephen Berke Ph.D. ext. 304
|
