It's very popular to try and solve Salesforce under-performance with training programs. Often the training program is set-up assuming that the problem could be in the skills. Often this is not the case. Our Sales Effectiveness and Improvement Analysis exposes the issues and shows you exactly what to do to get your team performing again.

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Sales Effectiveness and Improvement Analysis
What is the Sales Effectiveness & Improvement Analysis (S.E.I.A.)?
The S.E.I.A. is a sales force evaluation system that
measures the effectiveness of the individual sales
people including the sales manager and the team as
a total. It gives an accurate insight regarding growth
potential of sales, profits and your impact in the
market. You will find out how your sales force is
performing, what their strengths are, where are the
“hidden risks”, the health of your pipeline and if the
present people are on the bus and in the right seats.
The S.E.I.A. will also tell you what to do to get your sales force to the next level and how to
achieve success.
Why use the SEIA?
The world markets and economies has changed dramatically since 2008. These changes had
their impact on the way people and business purchase and invest. In turn these changes had a
direct impact on the effectiveness of sales forces of companies and organisations.
Some companies were able to adapt, but most organizations are still struggling. For reasons
like:
Market leaders that had a strong inbound demand find themselves in a stride with competition
over price and quality. Companies who were prospering and growing healthy, suddenly being
confronted with flat line sales and profits under pressure. Companies of which the management
team for some time knew they had to make changes and then got caught by surprise and lost
focus. Business leaders with an attitude of “don’t rock the boat”, losing focus and getting into
a “perfect storm” which can hurt a business.
These are just some examples…
One thing is sure: to survive and start growing your business a healthy sales force is key. A
sales force with a healthy growth potential, that can adapt to change, be passionate in what they
are doing and with perseverance. A sales force that will survive and help take your company to
the next level. Our SEIA will assist you in this.
How does it work?
The approach is as simple as you can imagine.
Step 1: understanding your situation;
Step 2: online setting up of your strategy, systems, processes and desired profiles. This is your
benchmark. We also take into consideration our own benchmark based on approximately
Peterson Company BV | Grote Wittenburgerstraat 27 | 1018KV Amsterdam
+ 31 (0) 20 667 3405 | info@peterson-company.com | www.peterson-company.com
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850.000 sales people and more than 10.000 companies. You set up profiles based on what they
should be to achieve success in the future. We assist you here where needed.
Step 3: the sales force is invited and motivated to go online and perform the test. This includes
the sales manager(s). It’s important that people realise
that the procedure is there to help them in achieving a
better performance and becoming better in what they
do. The online part takes about 45 minutes. We advise
to propose a window of about 4 days to login for the
test.
Step 4: the results are processed and the results are
made available.
Step 5: Peterson Company presents and discusses the results with management and advises on
actions to take.
Step 6: presentation and discussion with each sales person and/or sales manager. Each session
ends with a personal action plan to be executed in the following months.
Step 7: evaluation of action plans and results.
What can you expect?
Our S.E.I.A. report gives you a substantial overview and insight of the effectiveness and impact
of your sales force on your revenue and profitability. It also delivers an insight of the
effectiveness of sales management and what impact it has on your business growth. Our
associates are able to present to you the
opportunities and the hidden risks and
assist you in executing the right decisions
which will help you get maximum out of
your organization.
We will also provide you with a concrete
forecast of the incremental revenue which
you can achieve after making the necessary
adjustments.
What’s the time line?
From the start of the project to the presentation of the results takes about 4 weeks. This means
that within a very short period you receive a complete picture of your sales organization
including an assessment of the individual sales people and sales managers.
Peterson Company BV | Grote Wittenburgerstraat 27 | 1018KV Amsterdam
+ 31 (0) 20 667 3405 | info@peterson-company.com | www.peterson-company.com
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