Sales Assessment and Needs Analysis Services

You think you are having some problems about sales or you need to improve your overall sales performance.

The types of assessment and needs analysis services are:

  • Strategic Sales Assessment and Needs Analysis
  • Sales Team Development Needs Analysis
  • Sales Team Performance Assessment
  • Mystery Shopper and Customer Experience Analysis
  • Collection Needs Analysis

The goal of sales performance analysis are:

  • To prioritize of needs
  • To measure performance
  • To find out the real causes of problems
  • To prepare a sound road map

Problems we solve

  • You do not know where to start
  • You are after root causes
  • You want to differentiate real needs from wants
  • You need an objective assessment of your sales team and sales process

Benefits

  • A thorough road map for performance improvement
  • Classification of sales performance issues and their impact on each other
  • Validating efficiency and accuracy of sales strategy
  • Alignment of resources with current strategies
  • Improving communication and understanding between people who are concerned
  • Finding out the leverage issues and required resources to initiate turnaround
  • Goal setting
  • Prioritizing of actions and creating milestones
  • Creating accurate inputs for assessment

 

Strategic Sales Assessment and Needs Analysis

This is a thorough assessment and needs analysis where sales strategy, sales organization, sales process and procedures, current performance and prevailing sales culture are investigated.

Five consecutive steps are like this:

  • Gather preliminary information
  • Examining external sales environment
  • Examining internal sales environment
  • Designing future of sales
  • Preparing performance improvement plan

After executing 5 steps above a complete progressive assessment report which is based on 9 different criteria is issued.

Sales Needs Analysis

Sales Development Needs Analysis

According to the sales process’ requirements planning of learning and development needs are examined and learning and development plan of sales team are prepared.

Process

  • Identifying problematic parts of sales process where expected performance lacks
  • Mapping required sales competencies
  • Launching performance surveys with sales team and going through sales performance records
  • Overview of past learning and development activities

Output: Sales team’s development plan based on competencies including ROI forecast

Sales Team Performance Assessment

Individual performance and potential assessments are executed according to key sales competencies.

Process

  • Structured surveys with sales managers and team
  • Examining of sales team’s execution process and individual performance records
  • Sales team participating custom tailored sales simulations, case studies and role plays
  • Observing sales team’s real time communication with customers
  • Personality and disposition tests
  • Learning and development needs analysis

Output

  • Competency based personal improvement report including alignment in belief systems, accountability, personal working routine, process and goal oriented approach, degree of resilience
  • Sales performance status report including improvement areas

Mystery Shopper and Customer Experience Analysis

All the efforts and actions are just meaningful if desired results are reached on the field. Realistically structured, real customer profiles used mystery shopper activity is the best tool to diagnose sales performance. Besides retail, industries like automotive and real estate are very suitable for this work.

Process

  • Determining sales competencies and standards to be measured
  • Building customer profiles and behavioural scenarios
  • Finding out mystery shoppers who will represent real customers
  • Preparing guidance and evaluation documents
  • Training of mystery shoppers
  • Execution of mystery shopper visits
  • De-brief and overview meetings

Output: Mystery shopper performance assessment report

Collection Needs Analysis

After completion of credit, collection and account receivables’ process, policies and applications review a report that will describe ways to decrease risks and average collection dates.

Process

  • Mapping current credit and collection process
  • Examining credit and collection performance and its relation with sales teams income package
  • Risky customer definition, risk threshold, due date determining policies
  • Surveys with sales team
  • Questioning managerial decisiveness and integrity on their guidance on credit and collection execution
  • Bad depth procedure assessment
  • Evaluating of decision support systems and automation

Output: Credit and collection improvement plan