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.
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.