Sales Performance Benchmarking
Sales Skills & Activity Auditing
Can you accurately assess and monitor the competencies and activities of your salespeople relative to your company's best practice or industry top performers?
As part of a complete sales development solution, we carry out analysis of operational sales performance, using a consistent set of benchmarks that will allow you to assess your sales team's capabilities against industry or company best practice. We combine this with sales skills auditing, and provide recommendations for practical improvements either through sales training, or the implementation of sales processes to be used by management and the sales team.
This service comprises an analysis of your team's current ability and activity levels against suitable baseline and ideal benchmarks, which we can create. This is followed by individual skills auditing, using a 360° feedback process, one-to-one interviews with our consultants, and field skills assessment.
- Independently assess your team's capabilities against 'best practice' benchmarks such as:
- Sales activity levels
- New business creation hit rates
- Pipeline development & depth
- Leads conversion rates
- Reactive vs. Proactive activities
- Time & Task management
- Comprehensive 360° Feedback process:
- Analysis of inputs from managers, customers and peers
- Sales Skills Auditing with one-to-one interviews, self-assessment and field assessments
- Skills & Performance Assessment report produced for each individual
The results of the Performance Benchmarking and Sales Skills Auditing process can be used constructively to pinpoint skills development needs, and areas for improvement in levels and types of selling activities. This approach means your training budget can be targeted where it is most needed, management time is directed most efficiently, and selling effectiveness can be accelerated more quickly. If the process is repeated after a suitable time period, it is possible to assess actual performance improvements based on the training delivered.
This assessment service can be supported with a continuous or short-term coaching programme for sales managers, so that the processes, selling skills and activity improvements that are identified can be made with the assistance of an independent consultant always on hand.