Optimizing Your Sales Force

The first step to transforming your sales team is to evaluate your people, systems and strategies with a Sales Force Profile to discover the root of the problems.

With a Sales Force Profile, you’ll discover potential problems including:

• Your hiring criteria
• The quality of your pipeline
• The effectiveness of your sales management efforts
• Whether your management team is working toward the same goal
• Whether your sales force is capable of executing your strategies
• Whether your sales force has faith in your business model
• Possible business lost as a result of poor salespeople
• Salespeople that should be performing better

Determine which salespeople are trainable, how much training they’ll need to reach their potential and what your company must do to support this.

You’ll have the answers to these questions:

• “Do we have the right people in the right roles?”
• “Can they support my strategies?”
• “Can they improve?”
• “Are they capable of meeting my expectations?”
• “What should my expectations be?”

A Sales Force Profile will answer the questions that impact the performance of your sales organization and give a road map to fix it.

80% of Sales Hires Do Not Produce

If you have a sales team, it is likely that a significant amount of your money is spent on resources within the company doing estimates and quotes for business that never really had the chance of closing. This may have resulted in lost time and the company not using its available resources very efficiently. The potential here can be enormous and falls hand in hand with having a sales team that can deliver the excellence that is prevalent in other divisions of your company.

A Reliable and Consistent Sales Team

Every division and department of your company should operate smoothly and efficiently … including sales. It should be your goal to have a sales department that produces a reliable and consistent source of new and growing revenue, year in and year out, that does not require your direct attention.

Problem: Ineffective Sales Operations

Nature of Problem

The current sales operations, defined as the combination of sales management and the sales team working together, is not effective and efficient like other divisions of the company. Sales is a guessing game.

Implications

Sales within your company will continue to be a guessing game and growth will be hampered by how many salespeople you can go through until you get lucky with one that will produce in your system.

Problem: Lack of Results from Current Sales Team

Nature of Problem

The current sales team has several non-producers that do not close enough business to justify employment. A question remains for what to do with them.

Implications

The company will continue to lose money supporting non-producers, not to mention the lost opportunities and the negative effect of the brand in the market.

Problem: Poor Sales Management

Nature of Problem

Growing a sales organization consists of coaching, training, motivating, frequent evaluations, proper compensation, effective sales meetings, etc., while holding them accountable for performing at the highest possible levels of achievement. You may lack the attention that a sales organization needs to grow affectively.

Implications

Sales teams will continue to operate at a substandard level, not at the level of excellence the other divisions within the company operate at.

To get help, contact me now…