Whilst we are most frequently engaged by clients for our group and one-to-one coaching services, some clients seek an evaluation of the running performance of their sales engine before determining most precisely where to make changes that have the optimal impact on future performance.
The way your organisation is set up to face your customers and markets is critical to the efficiency of your sales engine.
We explore your "commercial orientation" with a set of challenging questions:
Getting to buying decisions with the greatest efficiency is a key contribution to value creation for the your customers and your business. We examine the systems and processes in your sales engine for non-value adding components to optimise your outputs. Key questions include:
Your sales team, like any team, needs people to play to their strengths in the right position. Equally they need to be getting the leadership that brings out the best in them; how confident are you that this is the case?
In order to provide our diagnostic service we will need to understand your sales objectives and have access to the sales community; frequently extending to your customers and internal support functions.
On the basis of our research into your sales engine, we will compile a comprehensive assessment of Risk and Opportunity in relation to the likelihood of achieving your goals and targets based on the alignment of the inputs we observe and the likelihood of achieving the outcomes you desire. There will be no "black box" or "pseudo-science" associated with our analysis. We will keep the assessment open and transparent so that you can understand and challenge our conclusions.
We will also make recommendations on what steps you might to take to improve your scoring. We will make these recommendations based on your needs, many of which we would not be in a position to address for you. We will however make recommendations of suppliers who may be able to assist you where we cannot.