So perhaps you are curious given all this talk about sales force
evaluations? We do mention it a lot and it is the foundation of
everything we do. In the right situation a Sales Force Evaluation can
make a huge difference in the performance of not just a sales team but
an organization in general - and yet Curiousity is not enough! A sales
force evaluation is not for everyone. You need to answer the following 5
points in the affirmative.
Questions - Do you have a problem to fix or a very
ambitious target to hit? Do you have something that has changed
drastically on your sales team that you need to understand - new VP or
Manager, 100% turnover and an entirely new team. We are going to need a
list of questions that you hope to answer and if you have no questions,
if everything is perfect then you shouldn't evaluate.
Commitment - The evaluation is just the beginning
and if you have the questions the next thing to ask is do I have
the commitment to solve and fix anything it uncovers. Am I willing to
Invest time and money if necessary to get that done.
The Right People involved- I am talking about the
leadership team. We need the CEO involved and when the decision comes
from the top with passion then everything else seems to fall into place.
Lately I have been involved at the Board level with a few companies -
The Wrong People in Check - There are always some
in a company that will try to snipe the decision to evaluate and fix the
issues. Unfortunately many times it comes from the people you would
least expect - VP's of Sales or VP's of HR. They need to know that any
undermining of the process is a no go zone.
Access and Communication - the first few steps of
evaluating an organization involves a lot of information being exchanged
and a bunch of time lines and mile stones being set. Once that is done,
much of what has to happen will take place quietly in the background.
These 5 Items may not sound too extraordinary but amazingly many
organizations struggle to get it right. Those that do can reap the
rewards of those extensive findings and will know more about their
organization than they ever thought possible.
is the VP of Corporate Training at Kurlan & Associates. You can
find this post, as well as additional content on his blog clocated here.