As we all know, no business can survive without having an effective manner to review the inventory of their company, evaluating both their excesses and their deficiencies. Without proper inventory checks and balances, no facility can confidently operate.
The same can be made of sales. When evaluating your individual sales team you have to break it down like you are taking inventory. If you just try scoring your sales or looking at only the closing ratios, then you just downing stats, you are not getting the whole picture.
So, how does one go about taking a sales inventory? It takes more than just listing what strengths you want from your team, it takes getting boldly honest about realistic expectations so you can get a smarter assessment of what you’ve got and what you don’t need – or need more of.
If your sales team is out in the field, how much time are your team members traveling and how much time are they spending with their clients – both potential and existing? Are they good at chasing down their leads? Are they in good contact with the office? Are their proposals concise and clear?
If they are inside sales, how many calls are you looking for each team member to reach per hour? How clearly do they help differentiate your company’s strengths from your competitors? How proactive are they and do they create a compelling structure that can lead to sales?
Take a look at our CEO Diagnostics page on our site. We ask some great questions when a new company looks to us for help. Start with those questions and work on a check list to examine your sales inventory.
When you think you have something to work from review it with one other thought in mind…am I evaluating both our strengths AND our weaknesses. Too often we want to find our weaknesses when doing these inventories, but seeing where your team’s strengths are can help create a better understanding – a realistic understanding – that can help you adjust your team's efforts for even greater success.
The same can be made of sales. When evaluating your individual sales team you have to break it down like you are taking inventory. If you just try scoring your sales or looking at only the closing ratios, then you just downing stats, you are not getting the whole picture.
So, how does one go about taking a sales inventory? It takes more than just listing what strengths you want from your team, it takes getting boldly honest about realistic expectations so you can get a smarter assessment of what you’ve got and what you don’t need – or need more of.
If your sales team is out in the field, how much time are your team members traveling and how much time are they spending with their clients – both potential and existing? Are they good at chasing down their leads? Are they in good contact with the office? Are their proposals concise and clear?
If they are inside sales, how many calls are you looking for each team member to reach per hour? How clearly do they help differentiate your company’s strengths from your competitors? How proactive are they and do they create a compelling structure that can lead to sales?
Take a look at our CEO Diagnostics page on our site. We ask some great questions when a new company looks to us for help. Start with those questions and work on a check list to examine your sales inventory.
When you think you have something to work from review it with one other thought in mind…am I evaluating both our strengths AND our weaknesses. Too often we want to find our weaknesses when doing these inventories, but seeing where your team’s strengths are can help create a better understanding – a realistic understanding – that can help you adjust your team's efforts for even greater success.
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