Question: Has your Sales Organisation formally documented a process to quantify the cost of a customer’s problem in the absence of your solution – and are your sales executives able…
How To Increase Win Rates By Up To 15% And Achieve Higher Price Outcomes By Up To 25%
Question: Has your Sales Organisation clearly documented the Organisation’s value propositions – and do you believe that your sales executives are able to effectively communicate the Organisation’s value propositions to…
How To Hire Hunters And Farmers For The Right Sales Roles
Question: Does your Sales Organisation use an assessment tool specifically developed to identify competitive Hunter and Farmer sales executives – and has this tool proven to be effective in identifying…
Design Incentive Programmes That Motivate Your Entire Sales Force
Question: Has your Sales Organisation designed an incentive programme built on multi-tier sales targets tailored to incentivise star, core and under-performing sales executives, and are your current incentive programmes and…
Negotiate And Close More Deals With A Well-Aligned Sales Engagement Process
Question: Has your Sales Organisation designed your Sales Engagement Process to align with your customer’s buying cycle, and is it correctly aligned to your customer’s buying cycle? The Reality According…
How To Stop The Ineffective Use Of Sales Executives’ Time From Costing You Millions In Lost Revenue Each Year
Question: Has your Sales Organisation formally defined its expectations of the time usage of your sales executives – and is each sales executive’s diary time usage actively monitored by their…
Test High-Priority Sales Skills Before You Hire
Question: Has your Sales Organisation designed role-plays and exercises to test high-priority skills and traits required for all sales positions – and are the current role-plays and exercises effective in…
Maximise The Long-Term Value Of Customers To Your Organisation
Question: Has your Sales Organisation formally defined a process for sales managers to conduct internal Key Account planning with a defined agenda to assist sales executives in retaining and growing…
Build A Sales Force Of Industry Experts To Become Trusted Partners To Your Customers
Question: Has your Sales Organisation provided information and training to equip sales executives to deliver insights from your industry that your customers find valuable – and are your current sales…
Hire The Best People For The Right Roles To Maximise Sales Success
Question: Has your Sales Organisation formally documented ‘role profiles’ that identify capabilities and competencies for all positions in your Sales Organisation – and does your current hiring process consistently match…