It All Starts with the Sales Assessment

Whether with an individual sales coaching client or a whole salesforce, we start with an assessment of how sales are working now.

• What skills are already strong?
• How well do the skills the salesperson has fit the selling environment?
• What different skills and knowledge are needed?
• How’s the sales effort managed, and do they have the right tools for the job?
• Do they have the right attitude to create effective, sustainable sales, repeat business, and referrals?

We look at the metrics that matter most – whether that’s gross revenue, margin, cross-sell success, close ratio – whatever is measured and treasured.  Our clients define how much improvement will mean success.  What level of changed metrics will be obviously well worth the effort and cost of changing what the salespeople do?

At this point, we jointly evaluate whether we can help.  Sometimes, we can’t – when a product has become obsolete, or when commoditization drives price below production cost, or when the leadership isn’t committed to fixing a problem or achieving an ambitious goal.

When we can help, a proven basic sales process is adapted, learned, and practiced – in small weekly increments.  This “Learn-Do-Reflect-Improve” cycle builds in accountability and support. It brings improving results even while the process is learned.

The small weekly increments can be fit into a salesperson’s busy day – often at the very start, when it’s too early to start calling customers.

In less than a quarter, the salespeople will improve their skills, knowledge, and attitudes – and will start seeing better results.