Why Start with Outsourced Sales Assessments?
So, an hour and 8 minutes ago I got an email from Carole assigning a task to me.
- I worked with Dave Kurlan for 6 years and I don’t ever remember him assigning a task to me.
- I worked with Matt Burkinshaw and a few others since I was Carole’s age and I don’t ever remember anyone ever assigning a task to me!
- I’ve told her that men liking strong bossy women is a myth and she shouldn’t believe it.
I’ll keep telling her, but I better get this written.
When she asked, “Why does the first step in growth have to be a sales assessment?”, it didn’t seem as though, “Because I said so.” was gonna work, so here’s 7 reasons that you start with an evaluation of everything sales.
Which one of these cars reminds you of your senior salesperson? They’re about the same vintage. Which would be a better investment? Which would require more work?
Reason #1 – Determine which will be a better investment. Which will get up and running sooner. Remember, that it’s not just the surface, you need to look under the hood.
Reason #2 – So, you could ask the question, “Why not just get some training for my salespeople?” My response is, “What if it won’t help?” You could put gas in the car on the left, but if it doesn’t run, you’re wasting your money. Millions of dollars are wasted every year on training salespeople that won’t or can’t use new selling strategies.
Reason #3 – You’re not objective! You can’t do it yourself. You believe what you believe and if you try to make a side by side comparison of results, talents, attitude, etc., your results will be colored by your personal feelings. You may also have difficulty comparing your salespeople in exactly the same set of circumstances. A standardized assessment administered and interpreted by an experienced professional will yield usable results.
Can Sales Performance Be Predicted?
Now let’s look at your process and market. How will your salespeople navigate the market? With a bicycle or a stealth bomber?