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Result: 28 - 40
There are critical issues in your sales organization or business that will prevent the achievement of next-level results. You may be experiencing average to poor performance and/or high-performance is concentrated on a few key players.
Competition is probably tough, and price-based decisions are frequent. Employee turnover within the sales organization is likely to be high as well.
Recommendation: You should be considering how you start to modernize sales in your business urgently as it is unlikely in this current state you will achieve your next-level results.
Result: 16 - 27
There are serious issues in your sales organization that need addressing that will prevent the achievement of next level results. You may be experiencing slow adoption of sales tools, application of skills and/or inconsistencies across the sales organisation performance wise.
This will be leading to inefficiencies, missed and/or lost opportunities and key customer relationships. The results you were looking for are not happening as fast as you would like.
Recommendations: There are still specific key areas you need to address to get the sales organization where you need it to be. You need to determine which one will move the needle fastest. Don’t try and boil the ocean’ but seek professional advice and start soon, remember there is never a perfect time, but we have to develop all the time.
Result: 0 - 16
There may be some issues in your sales organization that could inhibit performance. Beware as these could turn into bigger issues over time.
A sales organization requires constant development of both people, systems and processes. Continually being able to differentiate in the eyes of the customer over time is key and like a sports team, your sales team need to be fit, technically capable and of course willing.
Recommendations: Audit your sales organization regularly across the four pillars; capabilities, compensation, company structure and culture to ensure you are staying ahead of the game. Continually seek to identify weaknesses and gaps and build muscle strength across the origination. Don’t try and boil the ocean’ but seek professional advice and start soon, remember there is never a perfect time start only today.
Result: 28 - 40
There may be some issues in your sales organization that could inhibit performance. Beware as these could turn into bigger issues over time.
A sales organization requires constant development of both people, systems and processes. Continually being able to differentiate in the eyes of the customer over time is key and like a sports team, your sales team need to be fit, technically capable and of course willing.
Recommendations: Audit your sales organization regularly across the four pillars; capabilities, compensation, company structure and culture to ensure you are staying ahead of the game. Continually seek to identify weaknesses and gaps and build muscle strength across the origination. Don’t try and boil the ocean’ but seek professional advice and start soon, remember there is never a perfect time start only today.
Result: 16 - 27
There are serious issues in your sales organization that need addressing that will prevent the achievement of next level results. You may be experiencing slow adoption of sales tools, application of skills and/or inconsistencies across the sales organisation performance wise.
This will be leading to inefficiencies, missed and/or lost opportunities and key customer relationships. The results you were looking for are not happening as fast as you would like.
Recommendations: There are still specific key areas you need to address to get the sales organization where you need it to be. You need to determine which one will move the needle fastest. Don’t try and boil the ocean’ but seek professional advice and start soon, remember there is never a perfect time, but we have to develop all the time.
Result: 0 - 16
There are critical issues in your sales organization or business that will prevent the achievement of next-level results. You may be experiencing average to poor performance and/or high-performance is concentrated on a few key players.
Competition is probably tough, and price-based decisions are frequent. Employee turnover within the sales organization is likely to be high as well.
Recommendation: You should be considering how you start to modernize sales in your business urgently as it is unlikely in this current state you will achieve your next-level results.