Services for Sales Managers

Sales Assessment

Review and assessment of a sales organization including but not limited to selling skills, sales performance, accountability, and sales process. This process can also include sales and leadership skills of the sales executives, sales managers, and sales representatives based on individual interviews, observations and review of current sales performance. The process is designed to provide direct feedback, assessment of a sales organization’s performance capabilities and recommendations for suggested roadmaps to sustain or build performance.

Sales Job Benchmarking and Modeling

A process that identifies critical sales attributes for key selling positions, both individual contributor and sales manager levels. The process is defined, customized, and driven by internal and external stakeholders who care most about the success of the position within the company. The work-product is a job attribute benchmark and candidate comparison tool against which internal and external applicants can be mapped, both to the benchmark itself as well as to other potential candidates for the role.

Sales Accountability

A process to drive accountability within a sales organization based on a holistic approach grounded in the differences between expectations and standards, skills versus performance, and sales management effectiveness. This approach can either become a template for a new performance appraisal plan for individual sales contributors or can be incorporated into existing performance based evaluations and plans. The Sales Accountability process is designed to improve performance by identifying and addressing skill versus will drivers.

Sales Coaching to Sustainable Performance

Offers a simple, effective, sustainable coaching model and methodology to drive skill and knowledge transfer to increase sales management effectiveness and sustain individual contributor performance. This model is designed to assist the sales manager in highlighting the appropriate sales attributes for improvement in the least amount of time. This allows the sales manager and the individual contributor to show progress around the skill being coached to in a more compact timeframe, resulting in a more rapid return to elevated performance levels.