How we help companies optimize their sales force When it comes to sales force architecture, the experience and expertise of the Performance Group along with the evaluation tools of the Objective Management Group together have the tools, data, validation, understanding and track record to optimize your sales force. While you may not need to resolve all of the issues that make up sales force architecture, most of them will apply: Optimization — Do we have the right number of salespeople and can we do more with less?
Alignment — Is our sales leadership/management team aligned on strategy?
Roles — Do we have the right salespeople in the right roles and, if not, what are the best roles for them?
Execution — Is the current sales force capable of executing our changing strategies?
Models — Which of our salespeople can make the two most desirable sales transitions of the 21st century?
Sales Management – How effective is our sales management team at coaching, motivating, recruiting, developing and driving accountability? Is their success or lack thereof a result of their people or their sales management skills?
• Who will be able to transition from behaving like an account manager to being more proactive at hunting for new opportunities and new business? • Who will be able to make the transition from presenting/proposing/quoting to more customer focused consultative selling? Process — Do we currently have an effective sales process or do we need a more formalized, structured, optimized sales process?
Development – Which of the B, C and D players can step up and become A’s and B’s and who can’t be developed? • What will it take? • How long will it take? • How much improvement is possible? • What will the ROI be?
Selection Criteria — Have we been selecting the right people for our sales organization and, if not, how should our selection criteria change?
Compensation — Is our current compensation plan effective and are our people motivated by it? if not, what must change?
Our pioneering, world-class suite of sales force assessment tools will take the guess work out of the equation and provide answers to all of these questions, along with insights, recommendations and action steps to make the redesign of your sales force as effortless, efficient, cost-effective and time-saving as possible.
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