SalesForce Training - Training & Consulting

The Sales Management Challenge
You know you need to do some sales training. There's even budget for it this year. The question is, specifically what does your team need training on. The team's skill level is all over the map. Everyone has different strengths and weaknesses. You're not even really sure what all the problems are and what great performance even looks like anymore. Alignment of activities towards the company's goals? Other than staring at a year-end revenue number, you haven't really determined what it is your team needs to do every single day to get there.

The SalesForce Solution
Charles Kettering, former head of research at General Motors, once said, A problem well stated is a problem half solved. The Sales Performance Audit will help identify and state the problem areas that need to be addressed in order for the sales team to reach its full potential.

The SalesForce Performance Audit is a comprehensive consulting service that provides an objective overview of a company's sales organization and the performance problems it may be experiencing.

How It Works
The SalesForce Performance Audit helps you understand the gap between where you want to be and your team's current state. It looks at the team's performance on three dimensions; activity, execution and motivation. The audit takes place in three steps, namely;

1. Establishing desired outcomes. We will meet with senior management to insure support for the program throughout the initiative, to determine and define the desired business results and map backwards to define the overall value proposition, determine the required sales activities, work flow process, and effective behaviours required in order to meet these results. In this meeting we will also develop metrics and a methodology to measure the track the program objectives and measure program success. From there we will determine the performance objectives of each salesperson required to meet those goals. This is the what that needs to be accomplished;
2. Assessing current state activities. Through observations, assessments and interviews we will evaluate the ability and motivation (skill and will) among selected members of sales team to establish the performance gap;
3. Building and delivering recommendations to management. We will prepare and deliver final report on the findings and outline the gap between the desired and the current state, and provide learning and development recommendations, time frames and expected costs of providing a learning solution.

Do You Need It?
Ask yourself the following;

• Can each salesperson communicate effortlessly their ratios of Opportunities : Appointments : Prospects : Sales?
• Does each member of your sales team have an individual daily plan for achieving their annual income goal?
• Do we review our progress towards our goals weekly and coach to the gaps in performance?
• Have we identified activity as well as performance standards for all of the key behaviors required for successful execution?
• Does our team have a clear picture of what a great sales call looks like with clearly defined performance standards?
• Do we use a set of evaluation criteria to measure sales call performance?
• Have we truly analyzed our performance gaps before we spent money on sales training?

If the answer to most of these is No, then consider calling us. We believe in sales training, but not just for sales training's sake. It has to be targeted towards improving the key sales activities, behaviors and attitudes that will help bring your team closer to the firm's identified desired state.

Get Started
Please click here to complete the Sales Training Needs Assessment form to better understand your team's specific area of needs.