Consulting Program
Sales Effectiveness Analysis provides a diagnostic approach to identify performance gaps in sales strategy, sales process, sales methodology, sales people readiness and sales information management or sales CRM. This insight allows sales leaders to appropriately direct their energy and resources to improve sales performance.
Sales Effectiveness
Sales Strategy
The extent to which the sales organization’s strategy supports execution of the overall business strategy and the desired customer experience.
Sales Process
Identifying the current sales process, including whether the sales process is well documented, consistently followed, aligned with the current customer buying process, and supported by appropriate tracking and reporting
Sales Methodology
The extent to which the current sales methodology supports skillful and efficient execution at each stage of the sales process, and delivers a positive brand experience to the prospective customer while enabling sales team members to achieve goals
Salesperson Readiness
The extent to which salespeople exhibit required competencies, skill sets, and developmental practices to support the organization’s sales strategy .
Sales Marketing Information Management
The extent to which the right information and tools are available to sales team members, at the right time and in the right way; the extent to which the CRM and other technology are being used effectively.