Insights Revealed in The Ultimate Analysis of the Sales Force

Posted by Dave Kurlan on Wed, Aug 16, 2017 @ 11:08 AM

data-1.jpg
Image Copyright iStock Photos

They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions?  

Objective Management Group (OMG) has approximately 275 million data points from assessing and evaluating more than 1.1 million salespeople from 11,000 companies. The exciting thing is that there are some very cool things that OMG does with our data.

For example, when we evaluate a sales force we include analyses that you can't get anywhere else. My favorite is our Comprehensive Pipeline Analysis which I wrote about here.

Another one of my favorites is the Ideal Role Analysis where we identify the best people for a particular sales role and the best sales role for each of your people.

I referenced that along with some of the insights from several other analyses in this must read article.

We provide a Strategy Alignment Analysis, a Sales Core Competency Analysis, a Sales Cycle Analysis, a Pipeline Building Analysis and an Analysis of Under-Performing Salespeople. We have a Messaging Analysis, a Value Selling Analysis and a Consultative Selling Analysis. We have a new Analysis of the Coaching Environment, a Sales Leadership Tendency Analysis, a Sales Selection Analysis and a dozen more. Soon we will be introducing a Sales Culture Analysis.

Analyses are great but they can't be analyses simply for the sake of doing analyses.  In other words, we shouldn't do them simply because we can.  We live by our brand promise which is Actionable or it's Free. You should be able to take some actionable step as a result of every analysis we include in a sales force evaluation.  It doesn't mean that you'll like the data or the conclusion.  Why should you?  The very reason for having your sales force evaluated is because it isn't possible to come up with this kind of information on your own!  So while some of the data will reinforce what you were thinking or hoping, most will confirm that changes need to be made.

Here's an example of the top 5 sales force evaluation conclusions and findings that leaders don't like to hear.

The purpose of today's article is to ask if you were going to have your sales force evaluated and choose which analyses to include, which would be most important to you and what kind of analysis would you want that I didn't list above?  Your comments would be great appreciated!

Topics: Dave Kurlan, sales force evaluation, sales analysis, pipeline analysis, sales role analysis

Does Your Sales Force Look Like This?

Posted by Dave Kurlan on Thu, Apr 12, 2012 @ 14:04 PM

Yesterday, I spoke to an energetic group of sales leaders attending the EcSELL Institute Sales Coaching Summit in Austin, Texas.  EcSELL is different in that they won't place speakers on their event faculties unless their work can be substantiated by research and science.  As a result, their audience is a sponge for any and all best practices that are time-tested, proven and have confirming empirical data.

I shared just a few of the charts, graphs and tables, which we include in a sales force evaluation when we are answering common, but difficult, business questions such as:

  • Are the salespeople, whom you have today, the right people and are they in the right roles to help you reach your stretch goal?  If not, why and what must be done?
  • Which of your non-performers and underachievers can be saved (developed into strong B's and A's) and, if so, what will it take, how long will it take and what is the expected improvement?
  • Can the existing sales force execute your changing strategies?
  • What impact is sales management having on the sales team in the areas of coaching, motivating, recruiting, accountability and developing them for growth?
  • Which of your existing salespeople can make the important transition from transactional selling (hunt, present, propose or quote and close) to the more effective, but more difficult, consultative selling (asking many good, tough, timely questions to uncover compelling reasons to buy, and identifying an appropriate solution.)
In a post earlier this month, I shared some of the graphics from a pipeline analysis, one of the many data points we use to determine if the sales force can execute the strategies.  Here is another graph that we use to answer some of the questions above:
sales capabilities

 

In this graph, you can see that the three teams, making up this sales force, have some ability to hunt down new opportunities and they are most capable at presenting.  Unfortunately, like most sales forces, they have very little capability in the areas of selling consultatively, qualifying and closing.

 


I will be working with sales leaders in Boston on May 10th and 11th to help them develop the mastery to overcome problems like this.  Please join us for the premier sales leadership event of the year.  If you are interested in attending, notify me by email and I'll get you a preferred rate!

sales leadership event 

Topics: Dave Kurlan, Consultative Selling, sales force evaluation, EcSELL Institute, sales management training, sales leadership training, pipeline analysis, sales management seminar

View All 1,600 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned a medal for the Top Sales & Marketing Blog award for six consecutive years.  Dave's Blog earned a Bronze Medal in 2016 and this article earned a Bronze Medal for Top Sales Blog post in 2016. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

Search the site

 

Audio Book
Top 30 on Kindle
Top 100 on Amazon

Most Recent Articles

Awards

 2016 Top Sales & Marketing Individual Blog - Bronze

2016 Top Sales & Marketing Blog Post - Bronze

2016 Top Sales & Marketing Assessment Tool - Gold

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter

Sales & Marketing Hall of Fame Inductee

Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader

Other Great Sites

top sales world

Evan Elite Promotion New

 alltop