Diagnosing a sales force’s capabilities and potential for growth is a  complex process.  Most  sales person assessment tools evaluate sales people’s psychological traits.  These are only one of several critical components that determine sales force effectiveness. 

Perhaps most critical is the selling context:  what is the sales task your Global Accounts program will be asking your people to execute?  Facilitating repurchase? Hunting for new opportunities within existing accounts? Prospecting? Consulting with your global accounts to create innovative processes and solutions?  Most sales forces are called upon to perform more than one of these tasks.  And so a critical first step in the CBIM sales force assessment process is to work with you to create profiles of the sales jobs your Global Accounts program will require. 

Here are the steps in the CBIM assessment process:

• Define the sales tasks and the ideal sales person profiles
  
• Document the key elements of the sales strategies
  
• Identify the sales processes and systems
  
• Customize on-line surveys for sales people and sales managers
  
• Communicate with sales people and sales managers to assure cooperation
  
• Manage the administration of the on-line surveys

Analyze survey responses:

• Conduct a pipeline analysis:  evaluate the quality of the opportunity pipeline on 19 dimensions
  
• Sales Person Assessment: identify strengths to build on and development opportunities to help sales people execute the strategy more effectively.
  
• Sales Manager Assessment: identify strengths to build on and development opportunities to help sales managers create a more Global Accounts team.
  
• Meet with you and the sales management team to review findings and recommendations for ways to address overall sales force issues and to discuss how to use the assessment results in mentoring sessions with sales people.
  
• A key output of our assessments will be identification of specific training that all your people will benefit from.  We will build this training into the two day workshop.

 

Click Here to download the appendix to this document highlights the dimensions our  assessments evaluate and provides samples of the kinds of findings our assessment projects produce. 

Contact Us so you can have Karl at your next business conference.

Call 770.993.7343 or Email us at info@resultrek.com