© Copyright 2006 Objective Management Group, Inc.

OBJECTIVE MANAGEMENT GROUP’S

Gainful Variform Sales Solutions – GVS²

Guy Vanderhoeven

SALES FORCE EVALUATIONSALES FORCE EVALUATION

© Copyright 2006 Objective Management Group, Inc.

WHAT IS IT?

PEOPLE

Evaluate

STRATEGIES

Evaluate

SYSTEMS

Evaluate

© Copyright 2006 Objective Management Group, Inc.

WHAT IS IT?

RIGHT PEOPLE

RIGHT ROLES

Jim Collins: “You must have the right people in the right seats.”

•Can They Sell vs. Will They Sell

•What they Know vs. What They Will Execute

•Are They in the Right Roles?

•What Weaknesses Impede Their Success?

•Can they improve?

•By How much?

•Development Required?

•What are Reasonable Expectations?

•ROI From Development

© Copyright 2006 Objective Management Group, Inc.

WHAT IS IT?

Brad Smart: “You must fill your organization with ‘A’ Players.”

•Are You Hiring the right people?

•Are Changes to Hiring Criteria Necessary?

•Are Changes to Hiring Process Needed?

RIGHT PEOPLE

SELECTION

© Copyright 2006 Objective Management Group, Inc.

WHAT IS IT?

SYSTEMS

EVALUATE

Larry Bossidy: “You must evaluate your people, systems and strategies.”

•Do You Have the Proper Systems to Support Salespeople and Sales Managers?

•Are the Systems and Processes Being Used Effectively?

•What is the Relative Effectiveness of Sales Management

•What Must Change?

© Copyright 2006 Objective Management Group, Inc.

WHAT IS IT?

STRATEGIES

EVALUATE

Larry Bossidy: “You must evaluate your people, systems and strategies.”

•Are the Strategies of the Sales Managers Consistent?

•Is the Sales Managers on Same Page?

•Are the Right Strategies in Place?

•Can Your Salespeople Execute the Strategies?

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

EFFECTIVENESS

SALES MANAGEMENT

We illustrate the overall effectiveness of sales managers in the five most important sales management functions.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

EFFECTIVENESS

SALES MANAGEMENT

We show whether sales managers are investing time on the most appropriate sales management activities.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

EFFECTIVENESS

SALES MANAGEMENT

An analysis of each salesperson’s relative level of discomfort by issue helps determine whether your company is hiring the right people.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

SYSTEMS

PROCESSES

We analyze the use and effectiveness of sales management systems and processes to identify areas requiring action.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

PIPELINE

PROCESSES

A pipeline analysis determines the quality and quantity of the sales pipeline.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

PIPELINE

PROCESSES

We determines how effectively your sales force is handling crucial questioning and qualifying issues that determine pipeline quality.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

STRATEGIES

ALIGNMENT

An analysis shows the sales management team’s alignment around 17 strategies that drive and support sales.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

SKILL SETS

SALES MANAGEMENT

A skill set analysis shows whether your sales managers possess the required sales management skills.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

SKILL SETS

SALES

A skill set analysis shows whether your salespeople possess the required sales skills.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

ISSUES

SALES

We identify the significant weaknesses that prevent your salespeople from consistently executing.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

TRAINING

RECOMMENDATIONS

We identify those who will benefit from training, the type of training and how much training they will require.

INCENTIVEINCENTIVE

TOTO

CHANGECHANGE

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

TRAINING

RECOMMENDATIONS

We develop a training curriculum for your sales force based on the issues we identified.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

ROLES

RECOMMENDATIONS

We recommend role changes where appropriate.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

ROI

FROM TRAINING

Based on the issues identified we calculate ROI from training.

© Copyright 2006 Objective Management Group, Inc.

PREVIEW

CORE

COMPETENCIES

We illustrate our findings as sales core competencies

© Copyright 2006 Objective Management Group, Inc.

1 2

EVALUATESALES FORCE

RAISEEXPECTATIONS

HOW TO DRIVE REVENUE AND PROFIT

3

RECRUITA PLAYERS

5

HOLD THEMACCOUNTABLE

4

BEGIN DEVELOPMENT

© Copyright 2006 Objective Management Group, Inc.

http://www.objectivemanagement.comDave Kurlan’s White Paper

ValidationSamples

Testimonials Understanding the Sales Force

World of Sales and Selling www.gv-s.be

Objective Management Group, Inc.