BULLETIN SUBSCRIPTION
unsubscribe from the bulletin

Last articles in blog

Thu, 19 April, 2012

If you have overweight people around you, or if you are one of them, you might be familiar with this constant part of the obese people's lives: I have...

Tue, 10 April, 2012

There's a famous quote that I really love: "It is one thing to know how to do something, it's another to be able to do it, and third and fourth is to ...

Tue, 10 April, 2012

Let me tell you a story. I had a client, a pharmaceutical company, and they asked me design and conduct a sales training for one of their medical repr...
SOCIAL MEDIA
RSS

Target business blog
Follow the latest news from the world of trade

Linked In

Join to
group of Target in Linkedin

Evaluation of sales force efficiency

Objective Management Group, USA, has successfully implemented Dave Kurlan’s Sales Force Evaluation® for over 30 years in more than 100 countries all over the world.

The evaluation method is based on the concept that in order to have successful sales a company needs to align:

  • Clear and ambitious sales strategy
  • Systems and processes supporting this strategy
  • The right people in the right places that are able to conduct that strategy

The method can be successfully implemented to help accomplish challenging managerial tasks, such as:

  • Search and Selection of sales people and sales managers
  • Re-organisation of the sales force
  • Optimisation of resources
  • Cut backs
  • Establishing training needs and devising training programmes
  • Choose the appropriate form for people development
  • Prioritise investment
  • Planning
  • Prognosys of results
  • Motivation schemes
  • Assigning project managers
  • New company culture implementation

There are several most important steps that need to be tyaken in order to have consistantly developing sales teams:

  1. Analysis of the sales process efficiency
  2. Analysis of the knowledge and skills of the sales managers – training, coaching or other form of development – so that they can manage appropriately
  3. Ensure we have an up-to-date sales force selection system (finding not just the best sales people, but the best people for YOU)
  4. Implement a training platform that adequately addresses the strengths and weaknesses of the sales people and their managers
  5. Measure the effect of the development plan

Dave Kurlan’s Sales Force Evaluation® enables you to:

  • Have prognosys on the expected results
  • Allign the systems and processes in the company to the strategy
  • Always have not just the best but the BEST FOR YOU people in your sales team
  • Control and manage the development of your sales people and their managers
  • Measure the effect in figures
  • Downsize your costs from inefficient selection and development of sales people

BEFORE YOU DECIDE ON YOUR INVESTMENT IN YOUR SALES PEOPLE MAKE SURE YOU HAVE EVALUATED THEM.

Here are some samples of individual and team evaluations.