Sales Management and Talent Insights

Question: Does your Sales Organisation use an assessment tool specifically developed to identify competitive Hunter and Farmer sales executives – and has this tool proven to be effective in identifying…

Question: Has your Sales Organisation designed an incentive programme built on multi-tier sales targets tailored to incentivise star, core and under-performing sales executives, and are your current incentive programmes and…

Question: Has your Sales Organisation formally defined its expectations of the time usage of your sales executives – and is each sales executive’s diary time usage actively monitored by their…

Question: Has your Sales Organisation designed role-plays and exercises to test high-priority skills and traits required for all sales positions – and are the current role-plays and exercises effective in…

Question: Has your Sales Organisation provided information and training to equip sales executives to deliver insights from your industry that your customers find valuable – and are your current sales…

Question: Has your Sales Organisation formally documented ‘role profiles’ that identify capabilities and competencies for all positions in your Sales Organisation – and does your current hiring process consistently match…

Question: Has your Sales Organisation formally established benchmarks for the professional traits needed for success in competitive selling based on your Sales Organisation’s top performers to inform future hiring –…

Question: Does your Sales Organisation formally maintain and update a list of qualified leads assigned to each sales executive, and are the leads that are fed to your sales team…

Question: Has your Sales Organisation formally designed sales territories for each sales executive to ensure you are covering your territories (in terms of leads and customers) with the correct product…

Question: Has your Sales Organisation implemented a documented sales management manual describing the hard skills (such as metrics management and pipeline skills) to be followed by all sales managers –…