This step of our approach is designed to eliminate some very predictable failure points that occur in many change initiatives. The most common issues we see when driving change in our client organizations are:
Solving the Wrong Problem
Clients frequently have an idea of what the problem is, look for logical solutions, and implement those solutions to disappointing results. Much head-scratching ensues, followed by round and round of the blame game.
Misunderstanding the True Sales Environment
Not all sales problems are created equal, and not all sales roles require the same set of skills and abilities.
Inadequate Measures of Success
Relying on high-level measures such at revenue or market share to track sales improvement can lengthen the time to success. In many cases by the time the client realizes the engagement is off-course, it is too late to course correct without substantial reinvestment of effort.
Our approach to assessing organizational readiness eliminates the common pitfalls.
Sales Force Assessment / Gap Analysis
Using our Total Sales Performance model, we assess the strategies, processes, skills, tools, and metrics that are at work in your sales force. Through a combination of interviews, observations, and online surveys, we compare your sales force dynamics to known best practices in order to determine:
- How your sellers and sales managers should be performing
- Where there are systemic gaps in your sales force’s capabilities and behaviors
- How you can most immediately and decisively improve your sales performance
Goal Alignment
We examine your key performance indicators from the most strategic to the most tactical to ensure that the measures are aligned with your desired results. Prior to departing on a sales improvement effort, all levels of the organization must understand their role in the change and how success will be measured. Otherwise, resources will be wasted and the effort will fall short.