As the great Maya Angelou said " You can't really know where you are going until you know where you have been"

Each individual Salesperson on your team has a specific and vitally important role to fulfil.  They are primary links in your revenue chain and you want to know how they are doing and how capable they are in the long term. Individual sales assessments are used to reveal development opportunities, inspire learning, and analyse any requisite training needs. It allows for the deployment of relevant and appropriate development tools and for coaching feedback, along with workplace learning recommendations. This can also be applied as part of the pre-hire assessment testing if required. 

The key driver behind any assessment of the sales operations environment is twofold:- If you have a dedicated sales operations (or sales support) group then let us test their performance or secondly if you do not have one, do you need it and what form should it take to suit your business?  We tie this into the sales enablement model and assess the sales support requirements and what the most effective way would be to create the required efficiencies within your organisation

Being a sales professional is often very stressful, as there are high demands to meet sales quotas. After all, if salespeople don’t make their numbers, it not only impacts their goals but the financial needs of the companies. Because of this, there is tremendous pressure placed on hitting their sales and this is even more true if seen in the context of the team. Apart from the individual pressures, a sale team is affected by many other elements like team morale, team culture, internal competition and other factors. We conduct an assessment on the team in its entirety to understand in effect, how well the team works together to achieve the common goal.

The primary purpose of this assessment set is twofold:- to understand what you currently have in place from an enablement perspective and what needs to be added or changed and secondly, to assess the effectiveness of your sales enablement strategy.  It is key to understand elements like content usage, lead to conversion ratios and selling time improvement, amongst others.

The Captain of your sales ship is key, nobody questions that. The question is, how is he or she doing operationally?  Apart from the annual quota targets and overall achievement, there are many other factors to consider and this set of assessments focuses on the operational elements of sales management. It is critical to understand day to day performance around elements like deal spread, field activity, staff turnover, coaching capability and team performance. What is the win rate like? What are the sales cycle lengths and how accurate is the forecasting?  All critical to driving the success of the team and your revenue target achievement.

Sales engagement is concerned with improving how sales reps communicate with the customers by ensuring that the most effective content is shared with prospects for specific sales situations. This goes hand in hand with the sales enablement discipline and during the assessment, we address the key areas that bring the two together, whilst focusing on how well the content is utilised and how the various stages of the buyers journey are managed from an engagement perspective. Done right, sales engagement allows reps to understand the buyer journey and to jump in and provide support at the right times during this journey.