Sales Analysis
Most corporations have a plan, a Strategic Plan, a Business Plan, call it what you will.
The general purpose of these documents is to provide a clear understanding of what they are trying to accomplish with a variety of goals, targets and metrics to measure results and performance as well as a defined timeline for completing it.
Yet quite often, attaining business growth eludes them, not through any lack of ability or effort but rather through some breakdown or failure in alignment or communication.
How a sales organization is structured and how well the administration of the sales team is managed is the key to avoiding this breakdown. Sound, professional processes, procedures and resources aligned directly with the goals of the “business plan” are crucial contributors to success.
While companies frequently recognize the importance of sales and product training as well as skills’ development, unfortunately they often overlook these crucial foundation needs of an effective and efficient sales organization.
Key Questions to Consider
- Have you provided the environment and support that your sales team must have in order to sell successfully?
- Is your sales organization fundamentally sound?
- Does every salesperson know in writing their duties and responsibilities are?
- Does your performance evaluation system motivate your top producers?
Benchmarks and Assessments You Need
We can help by reviewing and analyzing your sales department’s structure, processes and procedures. We will provide you with a course of action to increase your effectiveness and productivity.
Each client is different so the sales analysis varies with every company. The exact processes and methodology you embrace will also differ however the basic principles remain constant.
A good sales analysis begins with our ability to meet with senior executives and sales management; this allows us to understand the factors that might make your business and sales situation unique. We then look at your selling environment, company culture, and specific sales objectives.
We are looking for the disconnects between the plan and the underlying reality of your sales environment.