Growth. Most company leaders want growth in some capacity. Within the sales department, that growth typically shows in key performance indicators such as sales volume, profit or market share increases. Most executives think their sales organizations can grow, but they are not 100% sure. What follows is a list of questions about the sales organization for which executives should know the answers, but mostly do not:
– Do you have the right people in the right places?
– Can your sales force execute the sales strategy for the organization? What about sales management?
– Are the individual sellers strong enough performers to consistently drive opportunities through the sales process?
– Is the sales organization utilizing an effective sales process?
– Do you know what the sales organization and it’s individuals need in order for them to grow?
– Can the sales organization grow? If so, what exactly will it take?
There are so many more questions like these. Most often, the answers are not known, but should be. Sometimes knowing the answers isn’t really important to an organization, but if they are, a complete Sales Force Evaluation is a requirement. It’s always a good idea to focus on your sales force and try to deliver to the the kinds of training and tools which should help them to grow. It’s entirely different and fantastic thing to have a roadmap to growing your sales force, knowing exactly what is needed with whom for the greatest amount of positive impact in the shortest amount of time.
If having the answers to these questions is a must, take charge of the sales force, get an in-depth view of the issues at hand and have the best data on hand. Acme Sales Development offers best in class evaluation tools which will allow an accurate focus on the proper kind of development needed in any type of sales organization.
Whenever the initiative of sales force training and development arises, first evaluate.