Mitchell Madison Corporation Sales Diagnostic

Although the following examples are not from one Sales Diagnostic, a small combination of these findings can severely limit productive sales activities and results. Once the issues that are negatively affecting sales are identified and presented to executive management, Mitchell Madison will then present solutions to executive management to fix the issues and turbo charge sales. Mitchell Madison typically works with executive management to quickly implement the solutions and can also develop a customized sales training program, teach the sales force how to qualify prospects more accurately, shorten the sales cycle and close larger and more profitable business. The following are some examples of what are found in a Sales Diagnostic engagememt:

 

• Wrong people in the wrong job

• Disjointed and a lack of a consistent sales process

• Little to no sales and product/service training

• Poorly designed sales compensation plans that limit sales production

• Poor direction of the sales force

• Inefficient use of the sales force to perform administrative tasks

• Poorly structed sales review meetings to no formal sales meetings

• Poor qualifying and forecasting of prospect business

• Insufficent sales tools

• Inefficient sales reporting system

• Poor to mediorce sales hiring process

• Poor work habits of the sales force

• Poor to no coordination between sales and customer service groups

• Sales frustration with management and management frustration with sales

• Sense of urgency lacking

• Significent strategy and tactics disconnect in global sales groups

• Lack of customer problem escalation system to help solve customer problems

• Poor to old technology given to support sales people