We've met, set business goals for the year, discussed whether or not they're feasible, etc. Now, it's time to start showing results.
In many cases, this almost becomes a thriller, or worse, a horror movie…
So why not act?
Evaluating the sales team gives the company the opportunity to gain a clear picture and, with that, make decisions:
• Who has the necessary skills for the job?
• Who has the potential to do what they do better?
• Who will not be able to develop and achieve their goals even if they want to?
• What support does our sales team need to meet and exceed expectations?
There are methods and techniques that help us define the most appropriate personality traits, create the best team, develop and train it with the idea of making the best use of resources (always scarce!)
And what do we do when the goals are for the sales team, not individual goals? (something we strongly support).
That's why we believe in and propose the need for a comprehensive diagnosis of the sales team, where the analysis addresses the group as a whole and allows us to see the interactions and their results.
To understand each other better, we need to see:
• Motivators: What are the individual motivators? What attitudes are the strongest? What are the group attitudes? What/who dominates the sales group?
• Sales behaviors relate to how you sell, what sales style you have, and analyzing individual and group strengths and weaknesses, associating behaviors with results.
The next step is to summarize this in individual and group reports, highlighting strengths, weaknesses, and leverage points. The final outcome is a comprehensive study with team maps and comparisons, a meeting with the group to present individual and group findings, and recommend action plans.
We can say that if we have a "sales team," we must evaluate it as such and not just individually. This way, we can verify its potential as a group, its weaknesses and strengths, and implement actions aimed at generating synergy between individual characteristics in pursuit of organizational goals.
Don't you think it's a good time to consider a more enjoyable film for this and the years to come?
