Linking Human Capital With Strategic Intent
219.477.6378

Developing Sales Force Effectiveness

Building Organizational Talent
+ Our Assessment Process
+ Basic Assessment
Unreliable Behaviors


Developing World Class Leaders


Developing Sales Force Effectiveness


Creating Strategic Intent


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Sales Interview Report

Behavioral based interviewing is hard to do. The Sales Interview Report (SIR)  takes all the guesswork out and helps you target the potential problematic issues you need to uncover upfront.


Sales Development ReportSamSampleSDRThe Sales Development Report (SDR)  assists you to develop and coach sustainable sales behavior that directly impacts effectiveness. It compares individual performance against other successful sales professionals.


Sales Excellence is our online publication that explores the best practices on improving sales effectiveness by identifying individual developmental needs.

Introducing… DSFE

Do your salespeople have the personality traits to fit the sales role you need them to fill? Being able to quantify a salesperson’s behaviors and critical thinking skills can improve the quality and caliber of your sales force.

ARE YOUR SALESPEOPLE MEETING QUOTA?

We have a Program Designed to Improve Your Sales Results

In 24 years of evaluating sales force effectiveness we have found that 20% to 25% of most salespeople are selling below quota. What is true for your organization?

Request More Information…


WHAT ARE YOUR UNDER-PERFORMERS COSTING YOU?

Example: If an individual is in the bottom 25th performance percentile (Under-performing badly)… (The company is definitely losing money)

12 months to train plus 12 months to assess plus 90 days notification period costs 2+ years worth of direct expense and estimated 6 months of management expense to hire, assess, and fire the individual.

Additional non-recuperative costs…CRM time/usage, costs lost/stolen, warranty expenses related to misapplied products, etc.

If an individual is between the 60th percentile and the 25th percentile (“Too Good to Throw Away, but Not Good Enough to Keep” Category…)

  • This is where it can get REALLY expensive because there are many salespeople performing ineffectively in this category.
  • This probably adds a full year to the assessment period.

HOW DO YOU CUT THE ASSESSMENT TIME FROM
2 YEARS TO 3 MONTHS?

*OUR PROCESS SHOWS YOU HOW TO DO THAT*

Given the dynamics of today’s market conditions, this approach is leading to compressed margins due to your customers systematically eliminating everything that they believe makes your company special or different. How do we know if our salespeople are capable of making a difference and more importantly how do we know they can make the transition?  For under-performers, their numbers suggest they can’t.  Through our process we can tell you their probability of success and help establish a track to run on for them to improve their output. Additionally, our process can also make incremental improvements on your high performers to help them improve their results.

The Executive Group
80 E US Hwy 6
Valparaiso, IN 46383

Tel: 219.477.6378
Fax: 219.477.6379
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