Sales Organization

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Assessing a Large Sales Organization

YOU’VE BEEN ASSIGNED A DAUNTING TASK: ASSESS A LARGE SALES ORGANIZATION.

 

Getting an accurate pulse on a large sales organization is like getting input from 500 people about an upcoming dinner party — it’s not easy. And if you miss the mark, the most vocal people in the company have no problem communicating how they feel about the “party.” In order to get it right, it’s crucial to accurately assess skill rather than the client’s ability to answer a few questions about what they deem important. Many focus on surveys and while this is an important tool, it doesn’t reveal actual sales capability. In order to assess a seller, you have to watch the seller.

This paper discusses our four-step approach when determining the most important developmental needs for sales organizations, including:

  • Redefining capabilities.
  • Identifying behaviors.
  • Picking a relevant sample.
  • Creating transcripts.

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