The Management Overview is the single most important collection of information about your company's sales organization.  Using the information collected from the individual evaluations, the Management Overview identifies the hidden problems of which you weren't aware, weaknesses common to your salespeople, problems with your hiring criteria, the state of your pipeline, the effectiveness of your sales management efforts, whether your management team is on the same page, how comfortable your salespeople are with your model for going to market, business being lost as a result of the problems and  suggests changes that must be made to your sales management systems.  In addition, the Management Overview shows which salespeople should be performing better and what you must do in order to help them reach their potential.  You'll also learn who is trainable, how much training they'll need and the kind of help from which each will benefit.  And if you are attempting to transition your company from good to great, you'll learn which of your existing people should be on the bus, which seats they should be in and who should be off the bus.   The Executive Summary compares your sales organization to both the target levels as well as the average of all companies we have previously evaluated in Crucial Success Factors, Major Performance Factors, Training Factors and Organizational Growth Potential. 

We also have a Client Development Overview for professional firms such as law firms, accounting firms, architectural firms  and engineering firms.  It assumes that your people have a primary responsibility other than selling but are expected to bring in new business from time to time. 

EVALUATIONS

Each individual evaluation is designed to be read by your employee.   In around twenty easy to read pages the evaluation shows each and every strength or weakness, explains its meaning, gives an example of how it may affect the employee on the phone or in the field and gives some direction as to how to continue to use strengths and overcome weaknesses.

Versions Available:

• Salesperson - Inside or outside sales, telemarketing, telesales, products and services.        

• Sales Manager - Manager of inside or outside salespeople.

• Non-Selling Professional - Perfect for accounting firms, law firms and engineering firms.  Also effective for service and support organization.