Date post: | 19-Jun-2015 |
Category: |
Sales |
Upload: | jan-peter-meus |
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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.
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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.
Or
0031 (0) 206.673.405
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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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