Unlocking
performance is the key
Sales
force effectiveness should be right up there on any business
executive's radar. The difference a high performing sales team can make
will have an immediate impact on the bottom line. Often a sales team
includes a few sales people who contribute the lion’s share of the
revenue, while others who seem to produce very little.
The Top 20% of your sales team often produces 80% of the business –
therefore unlocking the
performance of the bottom 80% of the team can impact on your bottom
line.
Sales performance gap analysis
To
improve performance you must first baseline on the sales team’s
capabilities – which is not as easy as it appears. Some of the most
skilled sales people could be in the bottom 80%, and one or two in the
top 20% could be just average performers. The reasons why can vary -
some sales people might just be operating in better territories, others
may not have had sufficient time to build their pipelines.
MonkBridge
Consulting can help fill the sales performance gap. We have developed
an objective way of scoring the sales team on skills, attitudes and
knowledge, identifying gaps in capabilities so that the right
development plans can be put in place.
Process
- the key to sales force improvement
What
we do is find is the ‘best of the best’ in terms of sales approach and
identify those who have a structured way of selling. We can help you
distil this best practice and instil this across the rest of the sales
team. Typically there are two or three areas that the whole team might
need to improve on, and we create workshops based upon your own
products /services and then role play skills improvements.
CRM
reinforces best practice
Implementing
the sales process in your CRM reinforces best practice process. Our
experience allows us to help you tune your existing CRM system,
ensuring that the ideas and steps necessary to close business are
reinforced on an ongoing basis.
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Sales
Effectiveness consultancy packages
We have designed a set of Sales Effectiveness consultancy packages to
meet your needs:
ASK –
Skills assessment solution to measure Skills. Attitudes and Knowledge
Skills
development role play workshops
Sales
Process workshop – distilling best practice
CRM
Blueprint –assessment of how best practice can be incorporated into
your CRM system.
We
provide a comprehensive portfolio of services that can be tailored to
maximise your sales team’s effectiveness. With our insightful,
third-party approach, we can enable you to ask the right questions,
uncover problems and build sound value propositions for both prospects
and customers.
To find out how we can enhance your company’s Sales Effectiveness, call us today for a free assessment
on 07811 336 943 or email us.
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