The first step
with any company is to evaluate your people, strategies, and
systems and processes. The evaluation is used to provide
company-specific answers to your most important questions
about performance.
PEOPLE
Do you have the
right people in the right roles? Have you been hiring the
right people? Can they execute your strategies? What
are reasonable expectations? Are they trainable? What is
preventing them from doing better? How much better can they
become? What will it take? How far are you from having
an over-achieving sales force? What kind of return on
investment can you expect from developing your people?
STRATEGIES
Are the
strategies consistent? Is management aligned on the
strategies? Are they the right strategies? What impact
is sales management having on the sales force?
SYSTEMS
AND PROCESSES
Which systems
and process are in place for selling, recruiting, reporting,
managing and supporting the sales force? Are they
being used? Are they effective? What is missing? What should
change?
After we review
the findings from the evaluation of your sales force, we can
identify the appropriate steps to take that will provide
both short and long-term results, an increase in sales and
profits, and an infrastructure to support growth.
