What is it? A Sales Skills Alignment analysis is a two week analysis that helps optimize a sales force by identifying salespeople who can “hunt” for new business, cross sell and develop relationships and reallocating them into the best roles to take advantage of their talents.
Why it makes sense: Conducting a Sales Skills Alignment analysis makes business sense for most sales and marketing organizations for several reasons.
- Most organizations are emphasizing new customers to drive growth in a sluggish economy and have created “hunter” sales organizations dedicated to new business development
- Most sales people are ineffective at prospecting and don’t like it
- Very little of the sales training is focused on skills related to new business development demand management – closing, cross selling and retention
Conducting a sales skills alignment analysis can help your organization to generate more measurable sales results with the same resources. This common sense analysis includes:
1. An online assessment of skills of your customer facing employees to identify the people with the best potential to hunt vs. develop relationships or provide support
2. A map of employee skills vs. their role and performance
3. A cluster analysis that identifies those skills and personality attributes associated with superior sales performance within your particular organization
4. Recommended actions to reallocate, tune and fill gaps to “put the right people in the right seats” and measurably improve business development activity and results
Learn how you can conduct a Sales Skills Alignment Assessment