sales force development how does it work peterson company & omg
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Sales Force DevelopmentHow does it workPeterson Company & OMG
Copyright Peterson Company 2010
The fact is, everyone is in sales. Whatever area you work in, you do have clients and you do need to sell.
According to Jay Abraham
Copyright Peterson Company 2010
25 years of experience 22.000 sales people assisted 18.000 (sales) managers assisted Multi industry International active (NL-BE-DE-FR-UK-
RU) Sales & management focussed Sales leadership involved Reliable and experienced
Peterson Company
Copyright Peterson Company 2010
Established 1989 > 500.000 sales personnel evaluated > 12.000 sales forces evaluated > 8.500 companies use their assessments Multi industry International active Uniquely Sales Focussed Reliable and valid Accuracy 97%
Objective Management Group
Copyright Peterson Company 2010
Qualities Benefits
Expertise Quick delivery of “hands on” results
Proven Positive revenue growthFocus and accuracy
Reliable & valid Eliminates guess workSaves time and moneyReduces waste
Forecasts results R.O.I. Triple plus!! 888Sales strategies delivered
Team Peterson & OMG Analysis Ü Solutions Ü Action = Quick results
Why engage us?
Copyright Peterson Company 2010
First some questions...
How will we achieve this?
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Do you know exactly the value of your sales pipeline at any given time?
Pipeline
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Do you know exactly who is trainable and who isn’t
Do you know who is coachable and who isn’t
Do you know who can be developed who cannot be?
Training and development
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How exactly do you know the potential of your sales people and their team?
Potential
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Do you have the right sales people on the bus?
Are they in the right seats?
The right people, the right place
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Figures suggest that 40% of sales people can’t sell!
Figures suggest few sales teams have hunters and closers on board!
About selling and hunting
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Buyers report the following: 26% don’t follow my company’s buying
process 17% don’t follow-up 15% pushy, aggressive and disrespectful 25% don’t listen to my needs 30% don’t explain solutions 22% neither create nor demonstrate value
Sales challenges
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Exactly how do you know they are selling?
Do these issues come as a surprise to you?
What questions are you seriously asking about your sales force?
About your sales force…
Copyright Peterson Company 2010
21 competencies measured Who will actually sell? Who is trainable What price level your sales people will not sell beyond Who sells in the manner they buy? How effective is the sales pipeline? Effectiveness of processes and systems A forecast of business that can be gained in € & % Sales manager’s priorities targeted Identify sales organisation’s issues Identify specific training needs – no more guessing Accurate, reliable and valid
Value of sales force evaluation
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Client ideal sales profile Client sales strategies Client systems and processes Pipeline analysis Sales person’s self assessment Sales manager’s self assessment Impact Analysis Report
How the Sales Evaluation works
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Desire Commitment Responsibility Outlook Need for approval Talking money Coping with rejection
Major Sales Competencies
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Executive Summary
Impact AnalysisReport
(Detailed)
GuidanceOn
Interpretation
NextActionSteps
Key evaluation outputs
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Sales development Sales management tools Sales optimization Growth initiative Sales re-organisation Recruitment Cultural change Good to great challenge Execution organisational re-direction
Sales Applications
Copyright Peterson Company 2010
Ask us and we will tell you. [email protected] [email protected]
Or
0031 (0) 206673405
Who uses the system?