Mitchell Madison Corporation Sales Diagnostic

The 3 key elements of the Sales Diagnostic are:

 

1. Executiive, sales management and sales people interviews. Sales people will be given a DISC profile during their interview

2. Review of all aspects of the sales infrastruture

3. Analysis of all data and information reviewed, development of solutions to improve sales, and presentaion to management in a workshop envoronment

 

The following is a partial list of the key areas that will be evaluated:

 

• Are the right people in the right areas to execute sales?

• Are the right type of sales tactics being used and are they being uniformally applied?

• Is the sales pipeline being forecasted real?

• Does a satisfactory prospect qualifying process exist to guide the deployment of corporate assets to gain new business?

• Does the sales force have all the necessary sales tools to execute their job?

• Can the work ethic of the sales force be improved to generate more sales?

• Does the incentive compensation plan properly motivate sales people to high performance?

• Do the sales people have ownership to their assignments and are they being managed properly?

• Does the sales reporting system provide management with an accurate view of sales activities and forecasts?

• Is the product/service and sales training consistent with a world class sales organization?

• Do other key executives or groups provide barriers to the generation of new business?

• Are other customer contact points such as invoicing, collections, legal, help desk and service being optimized to support sales and cross selling?

• Does the sales force have a channel to initiate rapid internal change in corporate areas that inhibit sales?