- SALES OVERVIEW PROGRAM -
Sale Away's Sales Overview Program is a structured, comprehensive, and objective analysis
of the sales organization and the functional areas that make up a proper sales model.
By engaging in this interactive evaluation process, we will
explore what's working vs. what's not
and then determine together the changes, both strategically and tactically, that should be made for
immediate and lasting improvement in both individual and overall group sales performance.
Our experience with this format has proved to be highly successful.
- SALES DISCOVERY -
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Much like the attorney process of fact-finding, gathering relevant data, and
examining evidence before a legal trial, the Sales Discovery process is the first step of
the Sales Overview Program. In this thorough interview with ownership/key sales management
we will dig deeper into the issues to determine objectives and reveal current sales challenges
and provide critical performance analysis of specific sales/sales management areas, including:
-Corporate Goals and Sales Objectives-Sales Structure and Process-Training and Development-Individual Performance Factors and Focus Areas-Prospecting and Lead Generation-Existing Client Interaction / Customer Service -Attitudes, Morale & Motivation-Communication Skills-Performance Metrics-Reporting & Administration-Compensation Plan-Marketing Connection.
- SITUATIONAL EVALUATION -
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A critical component of this process is to work along side of sales/sales management
and observe first hand how things work and 'get the real picture' to provide you with
constructive recommendations on these findings. During the course of this project,
several pre-scheduled visits will be made to survey your current sales efforts and
establish a baseline for increased productivity and effectiveness moving forward.
Sale Away will examine the sales process that your sales organization currently
executes with and review essential success factors including: prospecting
and lead generation, existing account interaction, administration and
reporting processes, sales meetings, and morale and motivation.
Some introductory coaching will be introduced and will include
some role-playing when appropriate.
- RAINMAKER SALES APPRAISAL -
The Rainmaker Sales Appraisal (RSA) is a sales-specific assessment to
determine the individual strengths and weaknesses of each sales professional
and provide specific areas to focus on to improve behaviors and performance.
These assessments are administered online and only require 45 minutes to complete.
For Detailed Information
- CLICK HERE -
- QUESTIONNAIRES -
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Sales people will complete self-analysis questionnaires focusing on prospecting, lead
and account management, time and territory management, asking questions,
goal setting and meeting the requirements of their job description.
We have found that by polling the sales team using these well thought-out questionnaires,
we can gain insights and uncover information that may have eluded ownership
and/or sales management for some time. These results often surprise as well as inform you
of aspects of sales that you may have never thought about.
- INTERVIEWS -
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World Class Performance starts with the people in any organization. An essential element of the "Sales Overview Program"
is to conduct one-on-one interviews with the sales and/or customer service representatives. This process
provides valuable insight into the sales organization and enables us to gain individual perspective
on strengths and weaknesses and determine the appropriate tools that would help team members
execute better in their roles.
At this time we will also review the aforementioned questionnaires and 'Success Factor Analysis' assessment reports.
- ACTION PLAN -
By working through all of the aspects of the 'Sales Overview Program', Sale Away will have
a complete and objective picture of the strengths and weaknesses of your sales organization.
Upon completion, we will present ownership/sales management with
a written report of our findings and a specific action plan for improving sales performance.
Recommendations will be proposed for your sales operation that will
align with your sales goals and objectives.
Sale Away LLC can be hired to implement those recommendations
or you can choose to do them independently.
