The Sales Assessment focuses on the four key elements of ‘Sales Effectiveness’, namely:
- Sales Process – Do you have common processes to manage your sales territories, accounts, opportunities and pipeline?
- Organisation Structure – Does the way you sell align with the way the client wants to buy, and are the support functions aligned with Sales?
- People - Do the people have the skills and knowledge to execute the processes and are they motivated to do so?
- Tools & Technology – Do you capture the key customer and sales data in your systems and do the Sales Teams proactively use them?
This is carried out via a series of interviews and presented back in the form of a 2 hour presentation to senior management highlighting our ‘Observations and Recommendations’.