sales effectiveness audit slide deck

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Culture & Connections

Performance Management

Pre Hire/Hire Onboarding

Competency Assessment

Account Planning

Information Flow

Decision Making

Sales Effectiveness Audit™


What are the desired qualities and characteristics of your sales organization? What behaviors are rewarded, which are punished?

What does it take to succeed?

• Corporate strategy/culture

• How organization views customer

• Pace of environment

• Reward/Discouragement

• Functional connections

(Marketing, IT, HR, Ops, Fin)

Culture &Connections


What is the desired behavior of the sales team, and how is it measured?

• Position description

• Period planning/setting goals

• Evaluation/feedback

• Compensation

• Performance

measurement/metrics

Performance Management


How does your organization determine whether you are recruiting, hiring, and developing the very best candidates for your sales team?

• Ideal candidate profile

• Recruitment and selection

• Interview techniques/procedures

• Ideal profile assessment

• On Boarding planPre Hire/Hire Onboarding


Are your sales people properly equipped to do the job they are being asked to do?

• Skill inventory assessment

• Professional development

planning

• Certifications & Certificates

• Product/service knowledge

training

• Professional skill training

Competency Assessment


How does your organization develop, execute, measure and evaluate an account and prospect development plan? Who are you calling on, why are you calling on them,

when are you calling on them, what are you saying, who is saying it, and how is success measured?

• Customer acquisition strategy

• Current account/territory

management

• Sales process review

• Pipeline management

• Resource deployment

Account Planning


How does information flow in to, and out of the sales team?

• Flow in to/out of sales

• CRM consultation

• Document review

• Lead generation system

• Sales effectiveness dashboardInformation Flow


How are decisions made in the sales organization? What authority levels exist, and how are they tied back to performance management?

• Policy/practice review

• Pricing

• Account selection

• Accountability/authority

• Decision resourcesDecision Making


Diagnostic Sales Strategies™

Needs Assessment Diagnosis Analysis Consideration of Alternatives

Recommended Solution

– Listening

– Buyer behavior

– Quality Questions

– Customer centric orientation

– Prospecting

– What is Valued?

– In What Order of Importance?

– Define value criteria

– Where is the pain?

– Selecting a solution

– SWOT

– Extended feature and benefit

– Economic vs Emotional Value

– Presentation

– “Closing”

– Handling Objections

– Negotiation


“Core” Skill Development

Effective Listening• Personal Listening Profile®• Listening Workshops• Keynotes

Persuasive Presentations

• Presentation skills workshops• Video taping/feedback• Individual coaching

Interpersonal Style Preferences

• DiSC® Behavioral Assessments• Behavioral style workshops• Individual /team coaching

sales effectiveness audit slide deck

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