Sales Diagnostic
We provide Sales Diagnostic expertise covering Management, Team Leader and front-line Sales Consultants.
We will provide you with a comprehensive report detailing the level of commitment and skills your people currently possess and the gaps that need to be addressed for your company to produce excellent results.
Measurement is the agent of change.
Improvement will be difficult to make if the key facts are unknown.
The sales industry is no different in this regard.
Empirical measures provide the necessary evidence to prosecute real change.
Once the outcomes are accurately quantified it becomes simpler to measure the behaviours required to produce more predictable change.
Planned action is the result of this evaluation.
We will map your sales processes and make key recommendations.
Some of the information we extract and utilise is detailed below.
Typical Management Questions
- How many staff in your area and how is your department structured?
- What is your vision for this department/area?
- What is your specific goal for this training?
- Staff information (length of service, male/female, background)
- Cultural information particularly with respect to sales
Typical Consultants Questions
- What are the roles of your staff?
- What role do they play in the organization?
- What is their role perception?
- Have there been changes recently?
- What are they doing really well?
- What would you like them to do better?
- Or what they are not doing at all?
Typical Team Leader Questions
- What do your team leaders do?
- What role do they play in their teams?
- What are they doing really well?
- What would you like them to do better?
- Or what they are not doing at all?
Client Diagnostic: Staff Observation
Skills Analysis
- Trust Greeting/Conversational Rapport
- Instant Rapport – Vocal Pacing
- Parrot Phrasing – Word Pacing
- Listening/allow customer to speak
Engagement Ability
- Linking Statements/Permission
- Discovery Questions
- Criteria Questions
- Facilitate
- Match criteria
- Build value
- Closing Approach (Assumptive/Choice/Urgency/Commit Indicator)
- Talent/Attitude to Closing
- Negotiation Skills
- Acknowledge/Resolve/Re-close
- Attitude to Ojections
Consultant Questions
Targets
- What are your targets/KRA’s?
- How are you performing against your targets/KRA’s?
- What are your biggest challenges to success in your role?
- What are the consequences for you if you don’t achieve your targets?
Sales Skills Coaching
- Relationship Building (voice, conversational, parrot phrase, rapport)
- Link and grab attention (linking statements, pace and lead)
- Questioning (permission, discovery, criteria, tags, softeners, summary)
- Build Value (value according to criteria, leading statements)
- Closing (agreement, assumptive, choice, urgency, why frame)
- Negotiation (agree, resolution attempt, offer alternative, re-close)
Sales Coaching
- How often do you receive skills coaching?
- What other types of coaching do you receive?
- Who do you receive coaching from?
Sales Meetings
- How often do you have sales meetings?
- What is the format of these meetings?
Sales Management
- What are the KRA’s/KPI’s for staff?
Are they realistic? - What are your KRA’s/KPI’s?
Are they realistic? - How is your team tracking against these targets?
- What products do you want to sell more of?
- What are the consequences if your staff do not make target?
- What are the consequences if you do not make your target?
- How do you motivate your staff to achieve?
- What do you value about the work you do?
- How do you motivate yourself?
- What are your biggest challenges in meeting targets?
It is vital to position and understand precisely how any sales training will produce the business outcomes desired.
Not only will this make the training relevant to the job requirements but it will also signal where future skills training may be needed.