Imagine a tool so reliable that you could eliminate 96% of the mistakes made when hiring salespeople (and sales managers, too) and never again be fooled by an individual’s charming personality, perfect track record or exaggerated resume. You won’t have to wait six months to a year to learn whether your next candidate will succeed in your difficult business.
We combine our proven criteria for sales success with what an effective salesperson must do in your business to consistently achieve success. Hiring criteria has a sliding scale. Greater difficulty = tougher criteria. Suggested Interviewing questions are included on every sales candidate’s report.
The Sales Effectiveness and Improvement Analysis (SEIA) executed with our partner Objective Management Group™ is the single most important collection of information about your company’s sales organization.
The SEIA looks at the people, systems and strategies in your sales organization. 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 can execute your strategies, how comfortable your salespeople are with your model for going to market, and business being lost because of weaknesses among your salespeople
92% of the companies whose sales force we evaluate have ineffective, incomplete, non-existent sales processes, or sales processes that their people don’t follow. You may already have a sales process, but that’s not the real issue. The real issue is identifying the reason for the lack of an effective process.
It is estimated that on its own, sales increase, on average, by 15% when a formal, structured, customized sales process is created, introduced, embraced, followed, and properly executed. We will help you understand whether your existing process is effective or not, and why not, as well as tell you what must be done to correct the problem.
We know that sales training & development is easy to talk about but difficult to execute. We don’t have an off the shelf Sales Training Program that is a canned one-size fits all approach.
Salespeople, sales teams, and sales forces all show up with different experiences, good and bad. Before we can really assist with one person or an entire global sales organization we need to first define, who has what strengths, skills, challenges, and weaknesses, who needs what, what will it take to get where you want to be, and what is the expected ROI.
Our process identifies and target 3 things: Hidden or invisible weaknesses, and sales skills to create best in class sales teams in under 12 months. Our blended learning model creates long-term impact and can either be full supported by our team or you can use our train the trainer model to keep your team members in the front of the organization.
As your sales managers go, so go your salespeople. Salespeople will generally not do more than sales managers ask them to, and sales managers cannot coach them beyond their own personal capabilities to sell.
The skills and effectiveness of sales management lie in the areas of coaching, motivating, recruiting, and holding salespeople accountable.
When asked, “How well does your management team do in holding people accountable?” Most of our clients, when they are being honest score themselves as average at best to poor. It’s critical to put in the processes and systems to enable your sales managers and leaders to be successful in doing this.
Our blended learning model develops your managers while providing them the tools to understand who is doing the work and how they are doing.