Sales are contingent upon the attitude of the salesman, not the attitude of the prospect. -William Clement Stone

Are you having trouble increasing your sales people figures? Are you thinking about running a sales force evaluation? or not really because you are still brainstorming?

The sales force evaluation will help you sell more and increase the business development opportunities of the company as every sales manager , managing director and CEO ever dream of. Is it your sales organization market share growth is your Number 1 challenge this year?

If your answer is a YES then you should be asking yourself the following questions:

1. What if the team is not following your strategy? what to do to boost each sales person  potential?
2. How do we keep it motivated?
3. Do we need more products to gain market share and sell or is it better and easier to optimize our team?
4. Are we following the right  strategy ?
5. Is the team compatible with our strategy?

 Strategic development questions

1. Do you need to hire stars salespeople ? or do we need to build on each sales person skills and potential for growth?
2. do you need  more sales coaching or sales training? or No we only need to restructure our team ? what is our  competitive advantage?
3. what is your  business development plan?

Lots and lots of  strategy questions that every one of us would like to grasp the magical answers. I can tell you that the only magic is to identify each person:

1. process to close deals,
2. potential  to make more deals
3. desire and level of commitment
4. set core competencies and to achieve all that you should start with  a sales force evaluation.

4  TIPS to successfully develop your force

TIP # 1:  Each sales organization should go through a sales force evaluation at least once a year.

The full overview sales force evaluation should answer the following questions:

1. Is my sales management team efficient enough ?
2. Is each sales person providing us with the full potential?
3. can your  force consistently overachieve?
4. who is reaching his full potential?
5. can they hold my margins?
6. Who can grow?
7. Do we have the right core competencies?
8. can we reach a higher market share with the current sales person?
9. who is trainable?
10. who is coachable?
11. everyone has an adequate  process?
12. how to be sure of our competitive advantage ? etc..

TIP # 2: Each managing director should look at his organization globally, so he can identify the sales force competitive edge to successfully increase market share.

1. Are we better from the competition or worse?
2. Is our  supervisor team and our  managers using their full potential?
3. etc..

TIP # 3: Each managing director and sales manager  should have a full range of actions to improve his sales organization, market share, sales force skills and create then a real competitive advantage to drive success.

TIP # 4:  Each managing director should  optimized his budget for better sales training and sales coaching that will be dedicated directly to take the sales force and market share to the next level.