The Value of the Sales Team Assessment to the Sales Executive

The Sales Team Assessment is almost an unheard of event for most companies. Primarily because most consulting firms don't do it. They may provide some form of critique of the sales teams' effectiveness while reviewing the companies overall operations, but a real Sales Team Assessment is rare. A Sales Team Assessment can be of two varieties. The first is to get a broad overview of the workings of your sales team in light of the objectives and resources of the company. This also includes an analysis of the skill bases required and their level of achievement in the field. The second type of assessment is for a specific reason or goal. For example, you may be introducing a new product line and want to assure that your sales team is ready to hit the ground running. You may be entering a new market and want to get your field force "fine tuned" for the event. If you have a semi-mature product or sales force, it may have been years since some of your sales team have done any prospecting. You may have many senior level sales professionals whose prospecting skills have atrophied! No one's fault, just a fact. With the need for opening new markets and gaining new customers, this could become a real problem. Or maybe it is just about time someone other than you looked at your sales team's operations. By having this assessment conducted by an outside firm you can get an impartial and independent view of how your objectives are being understood and what, if anything, needs to be done in order to assure goal achievement. You also get the benefits of a different perspective. Here is how we conduct the 5 steps of a Sales Team Assessment: