Reviewing the sales strategy, objectives and commercial priorities that guide the sales operation, and whether they provide a clear structure and direction for the sales process and stronger commercial results.
Examining whether the sales team is trained and supported to develop the mental strength needed to deal with rejection, pressure and setbacks, maintain confidence and resilience, and sustain performance in the demanding reality of sales.
Evaluating the skills, capabilities and strengths of sales professionals and managers, and identifying areas where further development could strengthen individual and team performance.
Reviewing the systems used to monitor the commercial operation, measure performance and provide the feedback needed to identify areas for improvement, reinforce training and keep the sales operation on track.
Assessing the structure and quality of the sales database, CRM and technology supporting the sales operation, and whether they provide the right information for effective sales execution, follow-up and performance monitoring.
Reviewing the research conducted for each prospective client, including the company, decision-maker and business context, and whether the salesperson is prepared to execute from initial contact through the sales pitch.
Reviewing the sales pitch used by the team, and whether it provides a clear structure and consistent approach to the sales conversation, communicates the value of the offer effectively, and moves the opportunity toward the close.
Assessing the systems and practices used by the sales team to anticipate, manage and overcome objections throughout the sales process, from the first “no” through the pitch, qualifying questions and closing.
Assessing the systems and practices used by the sales team to advance qualified opportunities toward the close, including the approach used to identify buying signals, address final objections and recognize when an opportunity is ready to close.
Reviewing whether the company has a strong sales training strategy and program, supporting salespeople throughout their development and providing the structure and consistency needed to strengthen team performance.
Reviewing the way the sales team is led and managed, including the support, coaching and direction provided to the team to maintain performance and encourage continued development.