PAIN Defined

Pain includes your view of the differences between the outcomes you desire and the results you are achieving. We jointly define those differences. We determine the impact of those differences on you and your company.

If the issues are something we can fix, and if you are committed to fixing them and have the conviction that we can help you do it, we go the next step. We help you determine the underlying reasons for the problem and the impact you and your organization are experiencing as a result of the problem.

Surface Issues

On the surface you might be seeing the following kinds of symptoms:

• Invester anxiety over lack of revenue traction
• Your sales force is too dependent on lowest price or superior product in order to win
• Sales people say they're too busy to prospect
• Generating lots of quality proposals that result in too many "Need to think it over" responses
• Not getting in front of enough new prospects to grow the business
• Sales compensation misaligned with current strategic direction
• Overpaid and underleveraged .... compensation out of alignment with revenue (profit) return
• Consistently not hitting quotas
• Providing too much free information - no business. We call that unpaid consulting
• Sales people missing forecasts and saying it's not their fault
• Hiring new salespeople that just don't seem to work out

Underlying Reasons

We help you determine the underlying reasons for the problem.

          Techniques

 Maybe there is a problem with skills, techniques or process. They could do it when the economy was stronger or when competion was fewer but don't have the skills to do it now? Have you ever invested time and resources in skills, techniques, and sales process training only to find that less than 20% of your sales force actually applied the training and delivered the revenue performance yield you were after?

 

Behaviours

 Is it a behavioural problem? Is the sales force doing the daily, weekly and ongoing sales activities and behaviours - consistently to accomplish the revenue goals and objectives of the organization? Have they bought into your expectations and strategies? Are you sure? How do you know? What's preventing them? Are they capable?

 

Attitude

 

Maybe there are issues with sales outlook? Who on your sales team demonstrates the level of desire and commitment - unconditional commitment necessary to overcome the perceived risk inherent in actually executing new strategies and techniques they need to get the results you want. Do they have what it will take to step up out of their current comfort zone and define a new level of play - and stay there? 

 

Every sales person, independent of their success or years of experience possess a set of hidden weaknesses that ultimatley determine their overachievement player potential.

Would that be good to know before investing in hiring, training or other sales growth strategies?

Our combination of evaluation tools help determine the underlying reasons - or root causes of your current sales performance concerns and what you need to do about it.

We evaluate:

• Sales talent potential
• Sales Management process and systems
• Sales compensation plan
• Marketing and Sales Messaging
• Sales hiring criteria, standards and process
• Executive leadership behaviours
• CRM Process and system

You will have the appropriate insight into the performance potential of your current sales force and new hire candidates ensuring you treat the real problem - not just the symptom.