Sales force development

Sales Force DevelopmentHow does it workPETERSON COMPANY

According to Roy Bartell

Most people think "selling" is the same as "talking". But the most effective salespeople know that listening is the most important part of their job.

Copyright Peterson Company 2014

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Peterson Company

• 30 years of experience

• 22.000 sales people assisted

• 18.000 (sales) managers assisted

• Multi industry

• International active (NL-BE-DE-FR-UK-RU)

• Sales & management focussed

• Sales leadership involved

• Reliable and experienced


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Our process


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Sales Force Evaluation

Delivery &

Presentation of

findings

RecommendationsImplementation

Follow-up

OMG Assessments

• > 500.000 sales personnel evaluated

• > 12.000 sales forces evaluated

• > 8.500 companies use their assessments

• Multi industry

• International active

• Uniquely Sales Focussed

• Reliable and valid

• Accuracy 97%


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Why engage us?

Qualities Benefits

Expertise Quick delivery of “hands on” results

Proven Positive revenue growthFocus and accuracy

Reliable & valid Eliminates guess workSaves time and moneyReduces waste

Forecasts results R.O.I. Triple plus!!Sales strategies delivered

Team Peterson & OMG Analysis x Solutions x Action = Quick results

Topgrading Fits precisely into Topgrading


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How will we achieve this?

• By assessing the sales team (Individual and total)

• Skills and their effect on sales results

• Sales attitude and Way of work

• Tendency to develop present customers

• Tendency to create new business

• Commitment to change and succeed

• Predict sales growth potential

• Effect of sales management on the results of the sales force

• Insight in the effectiveness and efficiency of the sales force!Copyright Peterson Company 2014

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How the Sales Evaluation works

1. Client ideal sales profile

2. Client sales strategies, systems and processes

3. Pipeline analysis

4. Sales person’s self assessment

5. Sales manager’s self assessment

6. Delivery: Management Impact Analysis Report

7. Delivery: Sales Manager Face to Face

8. Delivery: Candidates Face to Face

9. Follow up: Personal Action PlanCopyright Peterson Company 2014

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Key evaluation outputs

Executive Summary

Sales Effectiveness

and Improvement Analysis (SEIA)

Guidance

On

Interpretation

Next

Action

Steps


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Sales Applications

• Sales development

• Sales management tools

• Sales optimization

• Growth initiative

• Sales reengineering

• Topgrading

• Recruitment

• Good to great challenge

• Execution organisational re-directionCopyright Peterson Company 2014

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Other assessment applications

Express Screens (pre-hire tests)

Individual Sales (Management) assessments

Progress reports and overviews

Entrepreneurial assessments

VP Sales assessment and hire screen

Key Management Dynamics (KMD)


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Who uses the system?

Ask us and we will tell you.

[email protected]

Or

0031 (0) 206.673.405


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mailto:[email protected]

Our proposition

Evaluate your Sales Force and we’re sure you will like the R.O.I.!

When would you like to start?


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