Transcript Sales Force Development How does it work

Sales Force Development
How does it work
Peterson Company & OMG
According to Jay Abraham

The fact is, everyone is in sales. Whatever
area you work in, you do have clients and you
do need to sell.
Copyright Peterson Company 2010
Peterson Company








25 years of experience
22.000 sales people assisted
18.000 (sales) managers assisted
Multi industry
International active (NL-BE-DE-FR-UK-RU)
Sales & management focussed
Sales leadership involved
Reliable and experienced
Copyright Peterson Company 2010
Objective Management Group









Established 1989
> 500.000 sales personnel evaluated
> 12.000 sales forces evaluated
> 8.500 companies use their assessments
Multi industry
International active
Uniquely Sales Focussed
Reliable and valid
Accuracy 97%
Copyright Peterson Company 2010
Why engage us?
Qualities
Benefits
Expertise
Quick delivery of “hands on” results
Proven
Positive revenue growth
Focus and accuracy
Reliable & valid
Eliminates guess work
Saves time and money
Reduces waste
Forecasts results
R.O.I. Triple plus!! 888
Sales strategies delivered
Team Peterson & OMG
Analysis Ü Solutions Ü Action =
Quick results
Copyright Peterson Company 2010
How will we achieve this?

First some questions...
Copyright Peterson Company 2010
Pipeline

Do you know exactly the value of your sales
pipeline at any given time?
Copyright Peterson Company 2010
Training and development



Do you know exactly who is trainable and
who isn’t
Do you know who is coachable and who isn’t
Do you know who can be developed who
cannot be?
Copyright Peterson Company 2010
Potential

How exactly do you know the potential of
your sales people and their team?
Copyright Peterson Company 2010
The right people, the right place

Do you have the right sales people on the bus?

Are they in the right seats?
Copyright Peterson Company 2010
About selling and hunting


Figures suggest that 40% of sales people can’t
sell!
Figures suggest few sales teams have hunters
and closers on board!
Copyright Peterson Company 2010
Sales challenges







Buyers report the following:
26% don’t follow my company’s buying
process
17% don’t follow-up
15% pushy, aggressive and disrespectful
25% don’t listen to my needs
30% don’t explain solutions
22% neither create nor demonstrate value
Copyright Peterson Company 2010
About your sales force…



Exactly how do you know they are selling?
Do these issues come as a surprise to you?
What questions are you seriously asking
about your sales force?
Copyright Peterson Company 2010
Value of sales force evaluation












21 competencies measured
Who will actually sell?
Who is trainable
What price level your sales people will not sell beyond
Who sells in the manner they buy?
How effective is the sales pipeline?
Effectiveness of processes and systems
A forecast of business that can be gained in € & %
Sales manager’s priorities targeted
Identify sales organisation’s issues
Identify specific training needs – no more guessing
Accurate, reliable and valid
Copyright Peterson Company 2010
How the Sales Evaluation works







Client ideal sales profile
Client sales strategies
Client systems and processes
Pipeline analysis
Sales person’s self assessment
Sales manager’s self assessment
Impact Analysis Report
Copyright Peterson Company 2010
Major Sales Competencies







Desire
Commitment
Responsibility
Outlook
Need for approval
Talking money
Coping with rejection
Copyright Peterson Company 2010
Key evaluation outputs
Executive
Summary
Impact
Analysis
Report
(Detailed)
Guidance
On
Interpretation
Next
Action
Steps
Copyright Peterson Company 2010
Sales Applications









Sales development
Sales management tools
Sales optimization
Growth initiative
Sales re-organisation
Recruitment
Cultural change
Good to great challenge
Execution organisational re-direction
Copyright Peterson Company 2010
Who uses the system?
Ask us and we will tell you.
 [email protected]
 [email protected]
Or

0031 (0) 206673405
Copyright Peterson Company 2010