Determinants of Internal Audit Function Effectiveness and its ...
Sales Effectiveness Audit Slide Deck
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Transcript of Sales Effectiveness Audit Slide Deck
© Ravenwood Consulting Group, Inc. www.ravenwoodconsulting.com
Culture & Connections
Performance Management
Pre Hire/Hire Onboarding
Competency Assessment
Account Planning
Information Flow
Decision Making
Sales Effectiveness Audit™
© Ravenwood Consulting Group, Inc. www.ravenwoodconsulting.com
What are the desired qualities and characteristics of your sales organization? What behaviors are rewarded, which are punished?
What does it take to succeed?
• Corporate strategy/culture
• How organization views customer
• Pace of environment
• Reward/Discouragement
• Functional connections
(Marketing, IT, HR, Ops, Fin)
Culture &Connections
© Ravenwood Consulting Group, Inc. www.ravenwoodconsulting.com
What is the desired behavior of the sales team, and how is it measured?
• Position description
• Period planning/setting goals
• Evaluation/feedback
• Compensation
• Performance
measurement/metrics
Performance Management
© Ravenwood Consulting Group, Inc. www.ravenwoodconsulting.com
How does your organization determine whether you are recruiting, hiring, and developing the very best candidates for your sales team?
• Ideal candidate profile
• Recruitment and selection
• Interview techniques/procedures
• Ideal profile assessment
• On Boarding planPre Hire/Hire Onboarding
© Ravenwood Consulting Group, Inc. www.ravenwoodconsulting.com
Are your sales people properly equipped to do the job they are being asked to do?
• Skill inventory assessment
• Professional development
planning
• Certifications & Certificates
• Product/service knowledge
training
• Professional skill training
Competency Assessment
© Ravenwood Consulting Group, Inc. www.ravenwoodconsulting.com
How does your organization develop, execute, measure and evaluate an account and prospect development plan? Who are you calling on, why are you calling on them,
when are you calling on them, what are you saying, who is saying it, and how is success measured?
• Customer acquisition strategy
• Current account/territory
management
• Sales process review
• Pipeline management
• Resource deployment
Account Planning
© Ravenwood Consulting Group, Inc. www.ravenwoodconsulting.com
How does information flow in to, and out of the sales team?
• Flow in to/out of sales
• CRM consultation
• Document review
• Lead generation system
• Sales effectiveness dashboardInformation Flow
© Ravenwood Consulting Group, Inc. www.ravenwoodconsulting.com
How are decisions made in the sales organization? What authority levels exist, and how are they tied back to performance management?
• Policy/practice review
• Pricing
• Account selection
• Accountability/authority
• Decision resourcesDecision Making
© Ravenwood Consulting Group, Inc. www.ravenwoodconsulting.com
Diagnostic Sales Strategies™
Needs Assessment Diagnosis Analysis Consideration of Alternatives
Recommended Solution
– Listening
– Buyer behavior
– Quality Questions
– Customer centric orientation
– Prospecting
– What is Valued?
– In What Order of Importance?
– Define value criteria
– Where is the pain?
– Selecting a solution
– SWOT
– Extended feature and benefit
– Economic vs Emotional Value
– Presentation
– “Closing”
– Handling Objections
– Negotiation
© Ravenwood Consulting Group, Inc. www.ravenwoodconsulting.com
“Core” Skill Development
Effective Listening• Personal Listening Profile®• Listening Workshops• Keynotes
Persuasive Presentations
• Presentation skills workshops• Video taping/feedback• Individual coaching
Interpersonal Style Preferences
• DiSC® Behavioral Assessments• Behavioral style workshops• Individual /team coaching