and Lic. Magdalena Busso / e-mail: magdalena@actiongroup.com.ar
One of the first questions that usually comes up when we evaluate the Sales Force is more or less the following:
Do we or don't we have the right sales staff?
And perhaps contradicting the rules of courtesy, our answer is another question:
Suitable for what?
This simple question contains fundamental issues to be defined at the time of the evaluation process:
- Roles: What are they expected to do? In most cases, this involves evaluating the individuals expected to open/manage customer accounts.
- Abilities: Are they top-tier players?
- Potential: Can these people be developed? If so, what gap needs to be filled and what content will be needed?
- Strategies: Can you execute the strategies that will allow you to move forward?
- Are they really a “sales team” or just a group of people with individual goals and entangled in fierce internal competition?
To address the above and generate a work plan that delivers concrete results, we work on the Sales Team Effectiveness Assessment.
