Change places enormous demands on HR and sales management to identify the organisation's sales capabilities, to assign sales people according to their selling skills, and to coach and develop them towards consultative sales activity. In most organisations, however, this assessment and coaching is done on a notional basis, because the tools with which sales expertise can be objectively assessed are missing. Read article

Do a sales team's good sales results indicate good sales management?
Can the effectiveness of sales management be measured?
How do we recognize a top-class sales manager?
What do top-class sales managers do differently than average performers?
What makes coaching success so difficult in sales organisations in particular?
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Measuring sales capabilities and enhanced sales coaching

"We are currently unable to analyse our sales persons' sales skills objectively. We have been thinking what concrete skills should we actually measure? What activities and skills are correlating with success in demanding business to business environment?" Read more