The 9 Step Guide to Sales Transformation: Sales Analysis

Posted: September 28, 2018

Step 1 in our 9 Step Guide to Sales Transformation.

Welcome to the first part of our 9 part series: The 9 Step Pathway to Sales Transformation.

In this post, I'll be breaking down step 1 of our 9 step process to sales transformation - sales analysis. 

How Sales Assessments Work

According to Dave Kurlan's Blog, "OMG's data, based on the assessment of more than 1,100,000 salespeople from more than 11,000 companies definitively shows that there is an elite group of 7% - the best salespeople in the world.  These great salespeople are followed by another 16% that are strong."

So how do you evaluate the quality and skill sets of your sales team? SalesStar recommends 3 types of assessments

  • Personality Assessments
  • Behavioral Assessments
  • Skill Assessments

Every sales force assessment starts with a proper analysis.  In order to do this, we use scientific and predictable assessment tools to provide a comprehensive evaluation of the people, systems, processes and strategies in your sales organization.

The Four Keys to Sales Assessments

SalesStar recommends that sales organizations do each of the following when assessing their sales force:

  1. Assess Individual Capabilities
  2. Don't Forget Your Managers
  3. Pick The Right Tools
  4. Think Holistically

The purpose of these assessments is not just to find out whether your people are good at sales. Rather, it's to ensure that you have the right people in the right roles performing the right functions.  

First, you need motivated, skilled talent. Hustlers. Closers. Support specialists.

Next, you need a systematic, well-defined process with clearly-defined roles. 

Finally, you need to make sure your people are operating in the proper role, i.e. people who excel at business development are focusing on business development, natural-born closers are focusing on closing deals, and so forth. 

Let Sales Bullpen Assess Your Team

Evaluate your sales force the right way, for the right reasons, and at the right time. We remove the guesswork and answer these 4 critical questions you want to know:

  • Why aren’t we more effective?
  • How much more effective can we be?
  • What will it take to accomplish that?
  • How long will it take to accomplish that?

See how your team measures up against 1,750,000 salespeople evaluated across the globe for free here.

CREATING AN EFFECTIVE SALES PLAN IS JUST ONE STEP TO BUILDING A HIGH-PERFORMING SALES TEAM. LEAN THE OTHERS IN OUR FREE GUIDE: THE 9-STEP PATHWAY TO TRANSFORMATIONAL SALES RESULTS.

Contact Us

We welcome business leaders who are frustrated with their current sales performance to contact us to arrange a free consultation with one of our sales development experts.