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 Measuring sales capabilities and enhanced sales coaching Over recent years, the following three major challenges have consistently come up in our discussions with our customers: 1. ASSESSING AND MEASURING SALES SKILLS"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?" "We can easily distinguish top performers from average by simply analysing their sales results. However, we cannot measure how well our people are able to uncover customer needs, or why someone is failing to achieve desired profitability in demanding negotiations. Is the reason to be found in the quality of preparation, poor performance earlier in the sales phases, or is the real reason lack of negotiation skills during the negotiations?" 2. SALES COACHING"We talk about coaching a lot, but we have not been able to make it work in our sales organisation. Sales people do not feel that they get a meaningful feedback which would truly help them to win more business and develop their individual skills. Sales management feels that they do not have enough tools to give objective feedback to their sales people in a way which would be easy to accept. " 3. SALES PEOPLE TO RIGHT POSITIONS"Our customers' purchasing behaviour is clearly changing. In order to be able to ensure profitability of our operations, we should be able to serve our various customers in different ways. How can we get a profound and objective enough view of our sales people’s capabilities, so that we may place them with confidence in the positions most appropriate to their skills, some for consultative selling and some for transactional selling?" Precedo Consulting´s Sales 360 analysis focuses on measuring those integral components of sales work that most strongly correlate with success in challenging business to business selling. Precedo Consulting´s Sales 360 results can be used to support development planning to meet the selling capabilities and performance targets of your sales people. In addition, sales management will gain valuable insights to enhance the sales coaching process. At the organisational level the results can be used to spot the key development areas and benchmark your organisation to other organisations operating in complex sales environment. Our experiences helping dozens of world-class sales organisations indicate that top sales organisations need to strike a good balance between four elements - sales strategy, sales process, sales skills, and sales metrics. Sales leadership and coaching is then gluing these four elements into a seamless whole. However, one of the most challenging issues appears to be measuring quality of sales operations as well as to create an effective sales coaching system that will be accepted by the sales people. It is relatively easy to measure the final results of sales work, but the objective measurement of the activities and skills leading to results is often a huge challenge. The systematic development of sales skills requires that both sales management and sales people hold a common view on how good sales performance arises. When manager and sales person together have a concrete, mutually understood and agreed-upon view of where the sales person must develop and improve, sales coaching becomes possible. Get in touch and open a conversation with us if you want to find out how sales capabilities can be evaluated in more detail and to hear our experiences of what successful coaching in sales organisation requires, what can be achieved and how to achieve it. |
Metsänneidonkuja 4, Spektri, FIN-02130 Espoo, Finland, Tel. +358 (0)9 439 1200, etunimi.sukunimi@precedo.fi