Introduction
Before proposing anything to our customers, PERFORMAX often conducts a Needs Analysis Survey of their sales force.
So, as a bye product of surveying about 3,000 sales people on about 60 questions, some interesting conclusions, or opportunities for improvement emerged:
Sales Feedbacks on Themselves
18% of respondents did not have documented sales goals, and of the 82 percent of respondents who did:
• 23% felt their targets were unfair;
• 50% were forecasting that they would not reach their annual sales goals;
• 85% had no documented plan for reaching their goals;
• 73% had no account strategy for their top five accounts.
Sales Feedbacks on Their Sales Managers
Most respondents gave their managers high ratings in the areas of selling and personal skills.
But they gave sales managers poor marks for their management skills - more than 33% rated their managers at less than 50% in their management capabilities.
Conclusion
Thus, there is a huge opportunity for improved Sales Effectiveness in most sales forces by selecting the right people to be sales managers, and ensuring that they are well trained and competent as managers.
The sales managers who we have trained had an average of 6.5 sales people reporting to them, so if you can increase the effectiveness of the manager by 10%, the leverage is huge!
Peter Michie, Founder of PERFORMAX 561.202.8163
Increased Sales Effectiveness: Opportunity #1 - To learn more about this author, visit Peter Michie's Website.
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Peter Michie
(Visit Peter's Website)
Peter is a pragmatic senior sales and
marketing executive who learned his trade
on the firing line with major computer
manufacturers. He founded PERFORMAX to
offer sales and marketing consulting
services to companies where the quality of
the managers and people is the key to
success. Peter formed "PERFORMAX
Technologies" Inc. to package and market
his experience and skill into a range of
world class Management Development
Programs such as: "For Sales Managers
Only" & "Managing Sales in Tough Times!"
Most importantly Peter's work with large
and small clients on 3 different
continents has produced dramatic
improvements in revenues and profits for
them, in the same way he helped achieve
this when working for large corporations.
Outside of work, Peter lives in either
Hope Town, Bahamas, or Provence, and has
Commercial Pilots and Captain's Licences.
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