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How will you understand, coach and improve sales team performance?

As we step into the 2020’s, the truth is that B2B selling for many industries is not yet done by an AI Bot. Sales people remain hugely important and engage with buyers to create competitive advantage for your company. 

People are likely your most expensive, most effective and most important selling asset and improving the performance of the sales team is a key lever for growthPoorly done and sales teams become a costly overhead who can actually damage your reputation. 

How many elite athletes or top sports people improve through the use of instinct alone? Not many. Yet traditionally sales teams are run by the intuition of the managers. Add the science of selling to manager intuition throughout the talent management process, and you can build a more successful team. More successful teams deliver better results and outperform the market.

Do you want to fix team performance issues that are holding you back from growth?

 

%

of sales people failed to hit their sales target in 2018 *1

%

of sales people who are not trainable or coachable *2

%

of sales managers who should not be sales managers *2

%

of companies are happy with the quality of their sales coaching *3

%

of sales managers spend over 25% of their time coaching *2

*1  CSO Insights 2019      *2  Objective Management Group      *3    Outside In, 2018

 

A bit of science takes the guesswork out of your talent strategy

Selling model & re-orgs

Sales specific evaluations that scientifically measures 21 key selling capabilities in your sales team. Role specific evaluations guarantees actionable results so you can place the right sales people in the right roles.

Recruit A-players, avoid poor hires

Accurate and predictive candidate assessments will lower risks and costs of poor hires. Set your recruitment bar high, filter out poor sellers and bring on great people to take your growth to the next level.

Faster onboarding

At 9.2 month average to reach expected productivity and an 18 month average sales rep tenure, it’s important to shorten onboarding time. Managers armed with data are better supported to coach and develop sellers.

Coaching & sales management

Give sales managers and leaders the analysis they need to effectively coach performance in their team. Manager evaluations will focus leadership development. All using specific role competencies proven to measure success.

L&D Strategy for sales

Where do you invest limited L&D budgets for most impact? A sales force evaluation measures key selling weaknesses for your L&D plan. Coaching solutions reinforce and improve key development areas.

To discuss how science can improve your sales performance

Scientifically measure sales capability for your current team and new recruits.

Do you have the right sales people in the right roles? How much impact does your sales management have on your results? What is holding back your growth ambitions? Answer these questions and many more with a sales force evaluation which details your company’s selling capability. More

Sales candidate assessments deliver the data you need for better hiring decisions. They are accurate and predictive of success so you can lower your risk and cost of poor sales hires, shorten ramp-up time and take your growth to the next level. More

To discuss how science can improve your sales performance

Coaching solutions that help you to develop selling skills.

Call coaching does not happen enough, or of sufficient quality. Sales managers don’t have the time to live coach every call. With Conversation Coach for internal sales teams, you can improve performance at key selling moments and maximise revenue. More

Use Virtual Coach to focus on developing specific skills in bite-sized chunks. Set regular challenges based on your real-life selling situations. Understand who in the team can handle it and instantly coach the rest. More

To discuss how science can improve your sales performance

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