Assess A Sales Team

  1. Entire Sales Team
  2. Business Development Team
  3. Account Management Team
  4. Customer Onboarding Team
  5. Customer Service Team
  6. Partner Sales Team

Schedule An Assessment

Assess Your Sales Team In One or All Twelve Essential Processes That Are Required To Operate With Precision

Sales Strategy

  1. Planning
  2. Forecasting
  3. Structure
  4. Culture

Sales Execution

  1. Procedures
  2. Technology
  3. Information
  4. People

sales measurement

  1. Tracking
  2. Analysis
  3. Reporting
  4. Improvement

Why Assess Your Sales Team?

#1 Pinpoint The Source of Chronic Under Performance in one or more of the twelve processes required to operate a sales team with precision

#2 Conduct M&A Due Diligence to understand the level of precision a target sales team is operating with and to pinpoint opportunities to increase precision

#3 Continuous Process Improvement in one or more of the twelve processes required to operate a sales team

#4 Guide Restructuring or Post Merger Integration of a sales team(s) and the twelve processes

Failed New Sales Team

Avoid Wasting Time, Money and Morale On Random, Wasteful Process Improvements By Using The Chief Sales Executive Framework™ To Assess Your Sales Team

Steps For Assessing Your Sales Team Using The Chief Sales Executive Framework

Step 1 – Establish Context On What It Takes To Operate A Sales Team and Pinpoint The Proccesses To Assess

We begin the assessment by providing you with a comprehensive framework that explains the twelve operating processes (including activities and tasks) that are required to build sustainable revenue growth year-after-year.  We refer to this as The Chief Sales Executive Framework.

Step 2 – Complete Assessment of Sales Execution Processes (procedures, technology, information and people), including:

  1. New Customer Acquisition
  2. Renewing Customers
  3. Cross-Selling and Up-Selling
  4. Winning Back Past Customers
  5. Customer Service
  6. Partner Sales Teams

Step 3 – Complete Assessment of Sales Management Practices, including:

  1. Hiring the right sales people and managers
  2. Onboarding new sales people and partners
  3. Coaching sales people and managers
  4. Compensating, rewarding and recognizing
  5. Evaluating performance
  6. Training sales people and managers

Step 4 – Complete Assessment of The Sales Pipeline, including:

  1. Sales call appointment setting that ensures a high volume of appointments with a high completion ratio
  2. Lead and referral generation that ensures a high volume of qualified buyers
  3. Audience generation that ensure a high volume of interested suspects
  4. Getting sales people to network to maximize self-generated leads and the gathering of market and customer intelligence

Step 5 – Complete Assessment of Sales Strategy, including:

  1. Sales forecasting for revenue, sales pipeline activities, sales productivity, staffing requirements and selling expenses
  2. Sales and market planning by industry, geography, buy-point, product and service, buy point, etc.
  3. Sales organization design to get the right sales people to the right place at the right time
  4. Sales culture to ensure that sales call execution is being reinforced

Step 6 – Complete Assessment of Sales Measurement and Continuous Process Improvement Practices, including:

  1. Tracking and reporting on sales activities, sales dispositions, sales pipeline performance and revenue results
  2. Gap Analysis to provide early warning of missed expectations in sales pipeline and performance and revenue results
  3. Improvement planning and execution including action planning, ownership assignment, timing, impact estimates, and tracking of execution