Back to All Services
Sales Performance Management
Sales Excellence Assessment SM
Fact-Driven Sales Management and Coaching Solutions
Front-line sales managers play a crucial role in driving the overall performance of the sales force. They are expected to motivate and coach their teams to success, but often lack the information and skills to be effective. As a result, the average sales manager only has one performance-related discussion a month with a sales rep, and it's usually supported by instincts rather than facts. This is completely insufficient to drive consistent results.
Sales Excellence Assessment is our web-based tool that helps companies create powerful sales management and coaching processes crucial for driving sales performance. The assessment starts by clarifying the organization's business objectives and key performance indicators. It then requires the salesperson to rank the skills they believe they are exhibiting, their perceived effectiveness, and the perceived importance of the skill to the organization. Sales managers then complete the same assessment about the salesperson.
The results create constructive dialog between managers and their salespeople for coaching and management. Results can be rolled-up to the organizational level so C-level executives understand and support training and developmental initiatives.
If your organization is trying to address the following issues, Sales Excellence Assessment could be the right solution for you.
• The need to improve the overall effectiveness of sales managers
• Provide sales managers better information to support better coaching
• Lack of constructive dialog between sales managers and their teams
• High sales force and management turnover
• Poor adoption of training and change initiatives
• The need to better prioritize and track ROI on sales training investments
Predictive Sales Performance SM
Hiring Solutions to Build Outstanding Sales Teams
Predictive Sales Performance is our web-based assessment to help companies make smarter hiring and promotion decisions. It accelerates the hiring and on-boarding process, reduces turnover, and improves motivation, engagement and performance.
Skills can be taught, but behaviors and interests are much more difficult to affect. For example, we've seen successful salespeople promoted to sales managers, or successful "hunters" transitioned to account managers only to see them become frustrated. As a result, good people leave the company, often taking their old jobs with competitors.
Predictive Sales Performance helps you understand what makes your star salespeople successful and enables you to consistently find those qualities in candidates. It also requires knowing how to eliminate unqualified candidates early in the hiring process so you can spend your precious time interviewing only the best. The results are highly actionable, and enable sales managers to ask better interview questions. The results also create a solid foundation for coaching during the on-boarding and on-going development process.
If your organization is trying to address the following issues, then Predictive Sales Performance could be the right solution for you.
• High sales force turnover
• Need to grow sales force quickly
• Poor hiring decisions by sales managers
• Inconsistent performance from new hires
