A Senior Vice President and a Vice President of Sales and Marketing engaged Bill to conduct a detailed study of the effectiveness of the company's sales people and processes in each of their 5 divisions. The company employed more than 50 people in sales and sales management. It was agreed that the methodology for this study consist of one to one interviews with the majority of their sales team (42 interviews were conducted) combined with a sales team engagement survey.
Some of the key areas to be analyzed included:
- Determination of the customers' critical buying criteria
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Overview of relative competitive strengths and weaknesses
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Effectiveness of the sales team's prospecting processes
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Determination of actual customer face-time
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Evaluation of the company's selling processes
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Effectiveness of the value propositions and ability to create value
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Importance and proficiency of sales competencies
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Determination and analysis of sales team engagement
The work confirmed those areas that the company was doing well and uncovered some opportunities for significant improvements. Detailed recommendations were made in the areas of sales force productivity, the selling processes used, training and development of the sales professionals and managers, creation of value propositions and sales team compensation structure.
The client was very satisfied with the value that the work provided to their organization.
