Sales Team Evaluations

Is your sales team performing at its peak? It can be a difficult question to answer, because we tend to become blind to our own inefficiencies, failing to see issues that may be obvious to those outside our organisation.

Lead generation difficulties, subpar client communication, an inability to close the deal; these signs of sales issues and stagnation aren’t always obvious because you don’t have anything to compare yourself against beyond the targets and goals you set yourself.

Sales mean profit, so by using review and analysis to find improvements and opportunities, your team and organisation can become more focused and significantly more profitable.

SLP sales team evaluations are designed to give you a holistic, deep and detailed view of your sales team and the individuals within it, delivered by sales experts with a truly objective view of your organisation.

One of our more crucial assessments centres on sales management, because high performing sales managers inevitably lead high performing sales teams. We guide sales managers on delivering structured coaching, ensuring accountability, motivating their team and getting the best from each team member.

But in reality anyone involved in your sales process – salespeople, managers, leaders and more – will benefit from an SLP sales team evaluation.

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How do you evaluate a sales team?

While sales is often a clear-cut game of numbers, sales team evaluations tend to be less cut and dry. There are many reasons why a sales team may not be reaching its full potential, and they can only be teased out once a complete picture of the situation has been formed.

Nevertheless, sales team evaluations tend to follow an established process, and the best have a few things in common:

• Establish goals: You need to know what you hope to achieve from your sales team evaluation. Are you looking for specific improvements or a more holistic review?
• Identify KPIs: To improve sales team performance you must first understand sales team performance, and this can only be done if you track the right numbers. Pick a handful of the most critical – the ‘in-process’ metrics that directly result in sales.
• Customise the approach: Sales team evaluations change based on role – there are key distinctions between salespeople and sales managers, for example. Meaningful evaluations take these differences into account.
• Lean on technology: It can be difficult to make sense of the endless data that a modern sales evaluation can generate, so capitalise on tools capable of turning that information into actionable insights.

Communicate: Communication is critical both during and after a sales team evaluation. You need to be clear about the reasons behind the evaluation, and the results and changes that you’d like to come from it.

How do you review sales team performance?

At SLP we take a comprehensive approach to sales team evaluations. Here’s what our process looks like.

1. We begin with a video call to explain the importance of the process, encourage team buy-in, and more clearly outline the results our analysis and training can deliver. We use this discovery phase to create criteria for the subsequent individual assessments based on your unique selling environment.
2. We evaluate every one of your team members. We measure the individual against up to 21 core sales competencies, based on the criteria outlined in the previous step. Our specialist tools provide key data on all aspects of your sales process and your team members’ responses.
3. We analyse this data using the world’s leading sales assessment tool, then produce a report that we walk through during an executive debrief, which outlines your team’s strengths, weaknesses and key areas of improvement.
4. These insights form the foundation for the development of a sales training plan. Our plan outlines costs, timeframes and any individual training components that may be necessary. It also gives you a clear understanding of the return you can expect from your investment in sales development.

What are the qualities of a successful salesperson?

The success of any salesperson is defined by their ability to generate sales. Selling as much as possible might sound simple enough, but in reality it is a complex task that demands a broad and highly tuned set of skills. These skills can be gathered through years of experience in the field, but there’s a more efficient and effective way to ensure your sales team has the tools they need to increase your business’s bottom line.

At SLP we specialise in training sales professionals to identify prospects, build relationships and close deals. Our sales team evaluations form the basis of our training, as they highlight the areas of greatest potential within your team. Evaluation complete, we then develop a training plan that arms your team with the skills they need. 

SLP sales team evaluations focus in on the mindset, skill set and sales DNA of your salespeople. All of our sales training touches on these overarching themes while covering skills such as:

• Prospecting. 
• Consultative Selling. 
• Selling value instead of price.
• Qualifying skills. 
• Closing Skills. 
• Account Management skills.

What are sales competencies?

Sales competencies are the core skills that define successful salespeople. These are the skills that allow you to carry out the tasks and responsibilities of a sales professional. Success in sales is never guaranteed – there are always factors beyond your control – but the possession of these skills goes a long way to ensuring a sales professional is as successful as they can possibly be.

At SLP we focus on 21 core sales competencies, evaluating your sales team on each before delivering training to refine their skills.

The best bit about SLP sales team evaluations and training? If you continue on and complete our sales transformation program, it’s risk free! 

Our famous 3x ROI guarantee means that if you don't achieve an ROI of 300% from our sales transformation program, we continue to provide you access to our content and coaching at no charge until you do!