Sales Force Analysis

Vero Group Inc. Partners in excellence.

Objective:

The objective of Sales Force Analysis is to gather information on the performance of the sales team in three key areas that are critical to the success of the sales division.

A three-point in-depth analysis will cover 1) the leadership effectiveness of the sales managers, 2) the strengths and weaknesses of the sales team, 3) the client's perspective of the sales representatives and how they and the company could improve.

Program Description/Inclusions:

Phase One: Sales Management Team

A Checkpoint 360 feedback assessment on all managers will be conducted to determine their effectiveness with their peers and direct reports.
Managers will be assessed on Eight Skill sets (communication, leadership, adaptability, relationships, task management, production, development of others, personal development) broken down into 70 leadership competencies.
The Checkpoint report will include an individual professional development plan.
A summary report of all managers against all 70 competencies that will design a professional develop plan for the sales management team.
A Profiles Job Success Pattern will be created of the top managers for use when recruiting, coaching, or promoting future sales managers.

Phase Two: Sales Team

Each Sales Representative will be assessed in terms of:
- Five key qualities of successful sales people, (competitiveness, self-reliance, persistence, energy, and sales.
- Seven critical sales behaviours (prospecting, closing sales, call reluctance, self-starting, teamwork, building and maintaining relationships, compensation preference).
- Personality style and sales style with respect to clients and the sales cycle, including personal motivation.
- Sales Managers will receive coaching reports on each sales representative including how to increase their performance and how they are individually motivated.
Create a job success pattern from top performers in order to recruit more top performers and coach current representatives.
Identify areas of required professional development and skill development required to improve sales activities throughout the sales cycle for individuals and as a sales team.

Phase Three: Customer Point of Contact

Create an ongoing interactive dialogue with your customer and have the ability to monitor customer issues on an ongoing basis with real-time reporting through on-line surveys.
Learn how your clients perceive your company, the strength of relationships with the sales representatives, what their future expectations are, how you can maintain business with them, and why they choose to do business with you.
After each sales representative visit, clients will receive an email survey that will be entered into the web-based reporting system for instant feedback.

Phase Four: Reporting and Implementation

All data and reports will be presented and recommendations will be made to improve sales management leadership effectiveness, sales team performance, and overcall company performance as seen in they eyes of the clients.
All Sales Managers will receive a two-hour coaching session including their personal Checkpoint results, and how to coach their sales representatives to higher sales performance individually and as a team utilizing the assessment management reports.

Inclusions:

Checkpoint 360 Sales Managers.
Personal Coaching Session for each Sales Manager.
Summary Report for Individual/ Sales Team Leadership Development.
Profile Sales Manager Success Pattern.
Profile Sales Indicator and Profile Performance Indicator per Sales Representative.
Profile Sales Representative Success Pattern.
Gap Analysis Professional Development Survey/Report for Sales Representatives.
Sales Team Coaching Book for each Sales Manager
All on-line Customer Point of Contact Feedback Reports and Recommendations.

Exclusions:

Travel expenses outside the G.T.A. including mileage, accommodations, and meals for the Facilitator. Long distance coaching calls will be billed monthly.

Benefits:

Increase sales, lower attrition rates of customers, improve customer service, and strengthen client relationships.
Identify and retain top sales managers and sales team to ensure higher retention of top performers.
Improve individual and sales team performance throughout the sales cycle with coaching information.
Gain reliable information to make professional development decisions regarding sales management and team.
Use customer feedback to develop marketing, product/service strategies.
Accurate, reliable sales manager development and succession planning.
Strengthen your current position with current clients.
Attract future clients easily and quickly.
Utilize the information to make decisions regarding appropriate sales and service tools to achieve the highest return on investment.

Investment and Terms: