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ABC Company (Updated October 28, 2016) ABC Company (Updated October 28, 2016) Introduction ................................................ 2 People and Skills ....................................... 6 Infrastructure ........................................... 58 Development and Training ....................... 83 In Summary ............................................. 97 Appendix.................................................. 99 Provided by OMG Samples - an OMG Certified Partner Copyright © 1992-2016 Objective Management Group, Inc. 1 Sales Effectiveness and Improvement Analysis™ for ABC Company Introduction Provided by OMG Samples - an OMG Certified Partner Copyright © 1992-2016 Objective Management Group, Inc. 2 Sales Effectiveness and Improvement Analysis™ for ABC Company An Analysis of the Sales Force is no easy task. According to Fortune Magazine, Mike We have reviewed, analyzed and presented Hammer says, "People's resistance to change our results as answers to approximately 25 is the most perplexing, annoying, distressing very difficult to answer business questions. and confusing part of re-engineering. The key We have supported our answers with to the success of any new strategy is accurate and insightful data, based on implementation, and that comes from people. answers to the questions we presented to People have to execute. They must support your sales organization. The data is all and embrace new ideas and processes or they validated for accuracy against our vast won't move forward. Processes aren't so hard database of past sales, sales management and but people are difficult. People naturally sales leadership assessments. resist change." Your part in reading and accepting our Andrew Grove, former CEO at Intel, told Fast answers as truth is even more difficult than Company Magazine that there is at least one the analysis. As anxious as you might be to point in the history of any company when you receive and review this evaluation, human have to change dramatically to rise to the nature may cause you to resist some parts of next performance level. "Miss that moment it. and you start to decline." Resistance may occur when findings differ So don't be concerned if you begin to feel from your own expectations and/or some resistance. On some occasions, close- experiences. For example, when your minded managers will attempt to discredit salespeople review their own evaluations, the findings they don't agree with. If you you may observe them resisting as well. This encounter resistance of this type, you may is typical when someone reads what they want to ask the following question in your believe to be a "discrepancy" with some own words: "I get the feeling that you are aspect of the findings. resisting these findings and defending your turf. How can that behavior possibly help us According to a Fast Company Magazine to move forward?" feature, Tom Kasten, of Levi-Strauss, has three rules about resistance. His first is that, Lastly, all of our findings are observable. If "You must expect it because human beings you question even a single finding or insight, inevitably exaggerate the joys of the past, the a simple 90-day window of observance will pain of the present and the risks of the future. likely support any findings we have reported It's perfectly natural." Second, he says, "Don't in this evaluation. take it personally." Third, he suggests that resistance comes in code. An example might We hope that you are thrilled with the quality sound like, "This doesn't really apply to our and thoroughness of our work and the business." experts that chose Objective Management Group® to conduct this analysis. If you have any questions, please feel free to call us at 800-221-6337. Provided by OMG Samples - an OMG Certified Partner Copyright © 1992-2016 Objective Management Group, Inc. 3 Sales Effectiveness and Improvement Analysis™ for ABC Company Our analysis is presented in several sections, In order to do that we will answer the defined here. following questions: 1) You are reading the introduction where How Does Sales Leadership Impact Our we will define your opportunity, the Sales Force? (page 7) possibilities for future growth and predict Do We Have the Right People in the Right how much more business this group of Roles? (page 21) salespeople can produce. What Are Our Current Sales Capabilities? 2) People and Skills– Answers to questions (page 23) about-performance, skill gaps, and your How Motivated Are Our Salespeople and personnel. (page 6) How Are They Motivated? (page 31) 3) Infrastructure – Answers to questions Why Aren't We Generating More New about strategies, alignment, systems and Business? (page 34) processes. (page 58) Are We Reaching the Actual Decision 4) Development and Training – Answers to Makers? (page 40) What to Focus on, who to develop, and a Why Isn't Our Sales Cycle Shorter? (page 41) plan for the next 12 months. (page 83) Are We Selling Consultatively? (page 44) 5) In Summary – Reasonable Expectations Are We Selling on Price and Who Can for the future. (page 97) Become a Value Seller? (page 48) Is Our Value Proposition Consistent? (page We expect our analysis to answer four critical 50) questions: Can We Close More Sales? (page 52) Do Our Systems and Processes Support a Can we be more effective? High Performance Sales Organization? How much more effective can we be? (page 59) What will it take to accomplish that? Are We Being Consistent with Our Sales How long will it take to accomplish that? Process? (page 68) How Well Are Our Sales Leadership Strategies Aligned? (page 71) Do We Need to Change Our Selection Criteria? (page 74) Is Our Ramp-Up of New Salespeople Fast Enough? (page 76) Can We Improve Our Pipeline and Forecasting Accuracy? (page 78) Can We Improve Our Sales Culture? (page 84) Who Can Become More Effective in Their Roles? (page 89) What Are the Short-term Priorities for Accelerated Growth? (page 95) Provided by OMG Samples - an OMG Certified Partner Copyright © 1992-2016 Objective Management Group, Inc. 4 Sales Effectiveness and Improvement Analysis™ for ABC Company The Opportunity Salesperson Growth Potential – This finding projects the amount by which we Quite a lot of science has been used to believe individuals can improve their support the data, findings, answers and effectiveness. We use it here to determine recommendations contained in this the approximate timeline for our evaluation. We also have empirical data to projected improvement. When the overall support our estimation of the size of your growth potential is high (meaning they opportunity, although it should be noted that are currently quite weak and it will take a projection of increased revenue is not as longer to overcome their many accurate as everything else you will read in weaknesses) it will take longer than when this evaluation. the overall growth potential is low (meaning they have fewer weaknesses to The opportunity we present to you here overcome), leading to a shorter timeline. consists of two elements: Sales Management Growth Potential – 1. Estimated increase in sales; An important component to growth in 2. Timeline for your increase. sales is the readiness and capabilities of sales management, reflected in the sales We use several sources of data to compute management growth potential finding. these two findings: While this doesn't impact the estimated increase in sales, it does impact the Trainable - We include only those timeline. individuals that are trainable. The people that are not trainable will either be maintained without an expectation of €8,611,900 improvement or redeployed. 23 months Specific Weaknesses – We use empirical data, first published in Inc. Magazine in Based on the revenue numbers provided to 1994 (http://omgqlink.com/inc), by us, our calculations indicate that you can Objective Management Group founder organically increase revenue if you and CEO, Dave Kurlan, that provides the implement the recommended changes and estimate of likely increase in sales when provide the appropriate training, specific weaknesses are overcome and development and coaching to the individuals skill gaps are filled. in your organization that need it. Sales Process – It is estimated that on its own, sales increase, on average, by 15% For additional information on how we arrived when a formal, structured, customized at this calculation, please refer to Appendix - sales process is created, introduced, Opportunity (page 100). embraced, followed and properly executed. Provided by OMG Samples - an OMG Certified Partner Copyright © 1992-2016 Objective Management Group, Inc. 5 Sales Effectiveness and Improvement Analysis™ for ABC Company People and Skills How Does Sales Leadership Impact Our Sales Force? .......................... 7 Do We Have the Right People in the Right Roles? ............................... 21 What Are Our Current Sales Capabilities? ........................................... 23 How Motivated Are Our Salespeople and How Are They Motivated? ... 31 Why Aren't We Generating More New Business? ................................ 34 Are We Reaching the Actual Decision Makers? ................................... 40 Why Isn't Our Sales Cycle Shorter? ..................................................... 41 Are We Selling Consultatively? ............................................................. 44 Are We Selling on Price and Who Can Become a Value Seller? .......... 48 Is Our Value Proposition Consistent? ................................................... 50 Can We Close More Sales? ................................................................
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