Sales Performance Evaluation
Just like going to the doctor for an examination when you aren’t feeling well, a sales force performance evaluation tells the CEO what condition the sales force is in and what to do about it.
Our sales force evaluation looks at the people, systems, and strategies in your sales organization.
An evaluation of your sales force can provide valuable information about:
The quality of your pipeline
The effectiveness of your sales management efforts
Whether your management team is on the same page
Whether your salespeople are capable of executing your strategies
How comfortable your salespeople are with your model for going to market
The amount of business being lost as a result of weaknesses among your salespeople
Potential problems with your hiring criteria
In addition, a sales performance evaluation identifies the salespeople who should be performing better and what you must do in order to help them reach their potential. You’ll also learn who is trainable, how much training they’ll need, and the kind of help from which each will benefit.
If you are attempting to transition your company from good to great, you’ll learn which of your existing people should be on the bus, which seats they should be in, and who should be off the bus.
We also provide similar information for business development and professional services.
When to Consider a Sales Force Performance Evaluation
You may need a sales force performance evaluation if:
Revenue, profit, or win rates are lagging, and the reason is not clear.
Deals keep falling out of the pipeline late in the sales process.
Sales managers are busy, but coaching is inconsistent or ineffective.
Your team struggles to move from transactional selling to consultative selling.
Hiring criteria are not producing stronger salespeople.
You are changing growth strategies and need to know whether the current team can execute.
Ready to Find Out What Is Really Limiting Sales Performance?
SmartMoves can help you evaluate your sales force, uncover hidden gaps, and identify the next steps most likely to improve sales team performance.
Sales Force Evaluation FAQs
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A sales force performance evaluation is a diagnostic review of the people, systems, strategies, and management practices affecting sales results. It helps leaders understand why performance is lagging, whether the right people are in the right roles, and what needs to change to improve sales team performance.
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A sales performance evaluation often looks at outcomes such as revenue, quota attainment, pipeline activity, and win rates. A sales force evaluation goes deeper by examining the skills, Sales DNA, management effectiveness, hiring criteria, and sales process issues behind those outcomes.
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Sales force evaluation tools can measure sales competencies, role fit, motivation, coachability, pipeline quality, sales management effectiveness, and whether the team can execute the company’s strategy. The goal is to uncover the hidden constraints that reports and dashboards may not explain.
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A company should consider an evaluation of sales force performance when forecasts are unreliable, revenue is behind plan, win rates are low, deals stall late in the pipeline, or sales managers cannot clearly explain why some people are underperforming.
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Yes. A sales force evaluation helps improve sales team performance by showing leaders where the real gaps are. The findings can guide coaching, training, hiring decisions, role changes, sales management development, and strategy execution.
Top 20 Conditions that Dictate a Sales Force Evaluation
Why is our sales performance, revenues or profits are lagging
How effective is our sales management team
Do we have the right selection/ criteria for hiring
Can we hire stronger sales people than we have now
Can we scale with the people we have
What do our people need in a sales director, manager or VP
During due diligence, a merger or acquisition are we getting what we think we are getting
How can we improve our win rates
What must we do differently to accelerate growth
What kind of help do my people need before we conduct any sales or sales management/leadership training, coaching or development
How can we identify if we have the right people in the right roles and how can we insure their success
Who can make the shift from transactional selling to consultative or solution selling
Who has the right stuff to hunt for more new business
What is my sales force missing and how much more can I expect from them once they get what they need
What do I do with the under performers? Which ones can rise up, which are in the wrong role and which are too far gone
We need to change our growth strategies. Can my sales organization make the change and can they execute
Are the executive team and sales management on the same page
Why do so many deals fall out of the pipeline in the last week and is our current pipeline solid
Our sales force is under performing compared to other teams, why
We are losing too much business to competition. Is it our product/service, our strategy or our people
