Sales Management and Talent Insights

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…

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…

Question: Has your Sales Organisation formally established benchmarks for the professional traits needed for success in competitive selling based on your Sales Organisation’s top performers to inform future hiring –…

Question: Does your Sales Organisation formally maintain and update a list of qualified leads assigned to each sales executive, and are the leads that are fed to your sales team…

Question: Has your Sales Organisation formally designed sales territories for each sales executive to ensure you are covering your territories (in terms of leads and customers) with the correct product…

Question: Has your Sales Organisation implemented a documented sales management manual describing the hard skills (such as metrics management and pipeline skills) to be followed by all sales managers –…

Question: Has your Sales Organisation implemented a formal metrics-based coaching programme where your sales managers coach sales executives – and do your sales managers conduct monthly coaching sessions to highlight…

Question: Has your Sales Organisation has outlined expectations for an environment that limits distractions and interruptions – and does your sales force work in an environment with few distractions and…

Question: Has your Sales Organisation designed and documented a repeatable onboarding process to get new sales executives market-ready in the shortest time period – and is your current onboarding process…

Question: Has your Sales Organisation housed your onboarding materials in an online portal for consistency and scalability – and is your current onboarding process delivered in a manner that is…