Empower Change with Deep Insight Into Your
Organization’s Strengths and Key Developmental Opportunities
Empower Change with Deep Insight Into Your Organization’s Strengths and Key Developmental Opportunities
When setting out to improve your sales results, it’s essential to understand what strengths to accentuate and which specific problems to solve. Unfortunately, sales is often played out in the relatively unmonitored theatre of your customer’s offices. And, salespeople are notoriously good at making excuses and selling themselves to you.
These factors combine to thwart most attempts to diagnose the real underlying causes of success and failure. The only dependable way to get that understanding is by utilizing the right objective sales assessments and sales analysis tools, and comparing what’s happening now in your organization with known indicators of success.
Yet our clients report that other sales consultants and trainers don’t take the time to assess their organization at the level we do. They rely on generalized industry knowledge and surface-level understanding of the company’s goals, without getting a complete picture of its people, structure, and strategy.
Many also misapply tools when evaluating team members, using sales assessments that focus on general tendencies or personality traits – factors that don’t actually reflect potential sales success.
Many managers and executives end up coming to us with the mistaken belief that sales ability can’t be accurately assessed. As a result, they’ve been favoring salespeople they personally connect with or who match their idea of what a good seller is like. But the only way they can assess them is to actually hire them and see how they perform, a hit-or-miss approach that leads to all kinds of problems from HR issues to unreliable sales.
But with the appropriate sales assessment tools, combined with understanding based in decades of experience, we go deep with sales report consulting to get a complete picture not only of individuals’ sales and management abilities, but also how these abilities are operating within the company’s market strategy and structure.
When setting out to improve your sales results, it’s essential to understand what strengths to accentuate and which specific problems to solve. Unfortunately, sales is often played out in the relatively unmonitored theatre of your customer’s offices. And, salespeople are notoriously good at making excuses and selling themselves to you.
These factors combine to thwart most attempts to diagnose the real underlying causes of success and failure. The only dependable way to get that understanding is by utilizing the right objective sales assessments and sales analysis tools, and comparing what’s happening now in your organization with known indicators of success.
Yet our clients report that other sales consultants and trainers don’t take the time to assess their organization at the level we do. They rely on generalized industry knowledge and surface-level understanding of the company’s goals, without getting a complete picture of its people, structure, and strategy.
Many also misapply tools when evaluating team members, using sales assessments that focus on general tendencies or personality traits – factors that don’t actually reflect potential sales success.
Many managers and executives end up coming to us with the mistaken belief that sales ability can’t be accurately assessed. As a result, they’ve been favoring salespeople they personally connect with or who match their idea of what a good seller is like. But the only way they can assess them is to actually hire them and see how they perform, a hit-or-miss approach that leads to all kinds of problems from HR issues to unreliable sales.
But with the appropriate sales assessment tools, combined with understanding based in decades of experience, we go deep with sales report consulting to get a complete picture not only of individuals’ sales and management abilities, but also how these abilities are operating within the company’s market strategy and structure.
Assess the Current Team
To best determine your company needs for sales improvement, we start by understanding the current makeup of your team. We assess each individual for the beliefs, habits, and best practices that drive sales success and identify counterproductive tendencies.
We also examine the team as a whole, looking at existing systems and processes and the effects of leadership. We can then customize the training and coaching needed to get your team pointed in the right direction, as well as identify any roles needing adjustment or new hires.
Optimize Hiring
Knowing what specific traits and skill sets are needed for any roles that need to be filled enables us to focus the hiring process. Using effective assessment tools for each candidate ensures that you hire the right person for each role who can and will sell successfully.
And, while nobody will ever be perfect, you’ll be hiring with up-front clarity about the support, coaching, and training each new team member will need for maximum success. Bottom line, you’ll be empowered to build your team with more confidence.
Check the Foundations
Sales teams don’t exist in isolation. To function at their best, they need to be supported by a solid infrastructure in the form of processes, systems, and tools, and well-defined value proposition, go-to-market strategy, and positioning.
What salespeople are taking to market and the competitive pressures at play have a profound impact on the selling styles and structure needed within the team. By checking that each of these foundational pieces is clearly spelled out and all of them fit together, we ensure a stable base for developing the team.
Assess the Current Team
To best determine your company needs for sales improvement, we start by understanding the current makeup of your team. We assess each individual for the beliefs, habits, and best practices that drive sales success and identify counterproductive tendencies. We also examine the team as a whole, looking at existing systems and processes and the effects of leadership. We can then customize the training and coaching needed to get your team pointed in the right direction, as well as identify any roles needing adjustment or new hires.
Optimize Hiring
Knowing what specific traits and skill sets are needed for any roles that need to be filled enables us to focus the hiring process. Using effective assessment tools for each candidate ensures that you hire the right person for each role who can and will sell successfully. And, while nobody will ever be perfect, you’ll be hiring with up-front clarity about the support, coaching, and training each new team member will need for maximum success. Bottom line, you’ll be empowered to build your team with more confidence.
Check the Foundations
Sales teams don’t exist in isolation. To function at their best, they need to be supported by a solid infrastructure in the form of processes, systems, and tools, and well-defined value proposition, go-to-market strategy, and positioning. What salespeople are taking to market and the competitive pressures at play have a profound impact on the selling styles and structure needed within the team. By checking that each of these foundational pieces is clearly spelled out and all of them fit together, we ensure a stable base for developing the team.
Our Sales Assessment Offerings
Click any of the titles to learn more about our Assessment services.
The Culture of Sales™ Difference
Focus on the
Core Drivers of Success
We look at the root causes of sales and management performance, not just symptoms and surface-level traits. Delving into the beliefs, motivators, talents, and skills of your team members, as well as their knowledge and execution of best practices gives us a deep understanding of what is going on in your organization and enables us to see how well it’s aligned with known drivers of sales success.
Individualized
Development Plans
We provide actionable, prescriptive findings for what each member of your team needs in order to be and perform at their best. Armed with the high-resolution picture we gain of your team, we can select the exact training, as well as the coaching and accountability approaches, that will make the biggest impact. The diagnostic reports and subsequent plan can be shared with each team member to enhance self-awareness and buy-in to the next steps.
Grounded
in Science
Our evidence-based assessments have been tested and revised to achieve maximum ratings in proven scales for validity and reliability. Each has been validated with hundreds of thousands of users and tweaked over decades to align with reality. Our core sales execution assessment, for example, has a 95% predictive validity for accurately identifying top performing salespeople. Your business is too important to rely on intuition and guesswork. Proven methodologies yield reliable results.
Focus on the
Core Drivers of Success
We look at the root causes of sales and management performance, not just symptoms and surface-level traits. Delving into the beliefs, motivators, talents, and skills of your team members, as well as their knowledge and execution of best practices gives us a deep understanding of what is going on in your organization and enables us to see how well it’s aligned with known drivers of sales success.
Individualized
Development Plans
We provide actionable, prescriptive findings for what each member of your team needs in order to be and perform at their best. Armed with the high-resolution picture we gain of your team, we can select the exact training, as well as the coaching and accountability approaches, that will make the biggest impact. The diagnostic reports and subsequent plan can be shared with each team member to enhance self-awareness and buy-in to the next steps.
Grounded
in Science
Our evidence-based assessments have been tested and revised to achieve maximum ratings in proven scales for both validity and reliability. Each test has been validated with hundreds of thousands of users and the outputs tweaked over decades of experience to align against reality. Our core sales execution assessment, for example, has a 95% predictive validity, a measure of how often it was able to accurately identify superior performing salespeople. Your business is too important to rely on intuition and guesswork. With proven methodologies, we get reliable results.
Michael Andersen’s new book, A Culture of Predictable Sales: One Sales Manager’s Journey, offers an entertaining and insightful overview of key concepts from our Intentional Sales Management™ training system. Written in novel form with easy-to-digest takeaway sections for each chapter, the book illuminates sales management best practices by showing them at play within relatable contexts.
Additionally, we offer a collection of courses and tools, as well as a growing, curated library of free resources all designed to help sales professionals grow and succeed, with practical insights, methods, and best practices they can use immediately to improve their results.
Michael Andersen’s new book, A Culture of Predictable Sales: One Sales Manager’s Journey, offers an entertaining and insightful overview of key concepts from our Intentional Sales Management training system. Written in novel form with easy-to-digest takeaway sections for each chapter, the book illuminates sales management best practices by showing them at play within relatable contexts.
Additionally, we offer a collection of courses and tools, as well as a growing, curated library of free resources all designed to help sales professionals grow and succeed, with practical insights, methods, and best practices they can use immediately to improve their results.
Ways to Ignite Your Sales
Sales Consulting
Infuse your sales organization with strategy, alignment, and consistency.
Sales Consulting
Infuse your sales organization with strategy, alignment, and consistency.