Naturally my work gives me an opportunity to talk to many FinTech and Financial Institution leaders and sales leaders, and there is a common theme to many of these conversations.
On the surface many leaders will portray that things are fine, sales is working, and things are in place to support the sales efforts within the business.
However, guide the conversation a little deeper and a very different story is revealed.
Me: Do you believe your proposition and its positioning is hitting the mark?
Me: Are you winning the quantity, quality, and value of new business you require?
Me: How successful is your sales team at closing business as forecast, timing and value?
Me: How satisfied are you with sales team's overall performance, ecosystem, collaboration?
Etc. etc.
The answers to the above are usually… No – there’s room for improvement, not really, not exactly, not very – it’s a bit clunky and inefficient…
Explore these challenges further and it becomes clear that the leadership can; recognise problem indicators, see gaps between current position and desired outcomes, track lost and slipped deals, measure deal value against expectations, note where proposition and positioning is missing the target, and ‘sense’ the ecosystem is functioning but not smoothly.
What’s not clear is exactly where the problems exist, what’s the cause, and how to prioritise and resolve them.
To help our clients analyse, understand, and diagnose thir sales challenges and provide structured findings, observations, and recommendations. We often suggest our Assessments:
1. Sales Effectiveness Assessment
The purpose of the sales effectiveness assessment is to understand the current state of your sales capabilities and identify opportunities for improvement across the entire sales ecosystem.
2. Value Based Consultative Selling Effectiveness Assessment
The purpose of this assessment is to identify and quantify areas for sales performance enhancement. In evaluating the effectiveness of your sales team’s consultative selling skills, we will review their proficiency in helping identify and realise value. Our assessment is designed to scrutinise and refine your approach, ensuring that every client interaction is impactful and meaningful. assessment is designed to scrutinise and refine your approach, ensuring that every client interaction is impactful and meaningful.
ChatGPT 4.0 concludes: Thorough assessment of sales activities is crucial for driving growth and achieving business objectives. By defining clear objectives, analyzing data, evaluating processes, and continuously improving strategies, you can ensure that your sales team performs at its best and contributes significantly to the success of your business.
