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OBJECTIVE MANAGEMENT GROUP’S Gainful Variform Sales Solutions – GVS²  Guy Vanderhoeven SALES FORCE EVALUATION
WHAT IS IT?  PEOPLE Evaluate STRATEGIES Evaluate SYSTEMS Evaluate
WHAT IS IT?  RIGHT PEOPLE RIGHT ROLES ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
WHAT IS IT?  ,[object Object],[object Object],[object Object],[object Object],RIGHT PEOPLE SELECTION
WHAT IS IT?  SYSTEMS EVALUATE ,[object Object],[object Object],[object Object],[object Object],[object Object]
WHAT IS IT?  STRATEGIES EVALUATE ,[object Object],[object Object],[object Object],[object Object],[object Object]
PREVIEW  EFFECTIVENESS SALES  MANAGEMENT We illustrate the overall effectiveness of sales managers in the five most important sales management functions.
PREVIEW  EFFECTIVENESS SALES  MANAGEMENT We show whether sales managers are investing time on the most appropriate sales management activities.
PREVIEW  EFFECTIVENESS SALES  MANAGEMENT An analysis of each salesperson’s relative level of discomfort by issue helps determine whether your company is hiring the right people.
PREVIEW  SYSTEMS PROCESSES We analyze the use and effectiveness of sales management systems and processes to identify areas requiring action.
PREVIEW  PIPELINE PROCESSES A pipeline analysis determines the quality and quantity of the sales pipeline.
PREVIEW  PIPELINE PROCESSES We determines how effectively your sales force is handling crucial questioning and qualifying issues that determine pipeline quality.
PREVIEW  STRATEGIES ALIGNMENT An analysis shows the sales management team’s alignment around 17 strategies that drive and support sales.
PREVIEW  SKILL SETS SALES  MANAGEMENT A skill set analysis shows whether your sales managers possess the required sales management skills.
PREVIEW  SKILL SETS SALES  A skill set analysis shows whether your  salespeople possess the required sales skills.
PREVIEW  ISSUES SALES  We identify the significant weaknesses that prevent  your salespeople from consistently executing.
PREVIEW  TRAINING RECOMMENDATIONS  We identify those who will benefit from training, the  type of training and how much training they will require. INCENTIVE TO CHANGE
PREVIEW  TRAINING RECOMMENDATIONS  We develop a training curriculum for your  sales force based on the issues we identified.
PREVIEW  ROLES RECOMMENDATIONS  We recommend role changes where appropriate.
PREVIEW  ROI FROM TRAINING  Based on the issues identified we calculate ROI from training.
PREVIEW  CORE COMPETENCIES  We illustrate our findings as sales core competencies
1 2 EVALUATE SALES FORCE RAISE EXPECTATIONS HOW TO DRIVE REVENUE AND PROFIT 3 RECRUIT A PLAYERS 5 HOLD THEM ACCOUNTABLE 4 BEGIN  DEVELOPMENT
http://www.objectivemanagement.com Dave Kurlan’s White Paper Validation Samples Testimonials   Understanding the Sales Force  World of Sales and Selling  www.gv-s.be Objective Management Group, Inc.

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Sales Assessments GVS

  • 1. OBJECTIVE MANAGEMENT GROUP’S Gainful Variform Sales Solutions – GVS² Guy Vanderhoeven SALES FORCE EVALUATION
  • 2. WHAT IS IT? PEOPLE Evaluate STRATEGIES Evaluate SYSTEMS Evaluate
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  • 7. PREVIEW EFFECTIVENESS SALES MANAGEMENT We illustrate the overall effectiveness of sales managers in the five most important sales management functions.
  • 8. PREVIEW EFFECTIVENESS SALES MANAGEMENT We show whether sales managers are investing time on the most appropriate sales management activities.
  • 9. PREVIEW EFFECTIVENESS SALES MANAGEMENT An analysis of each salesperson’s relative level of discomfort by issue helps determine whether your company is hiring the right people.
  • 10. PREVIEW SYSTEMS PROCESSES We analyze the use and effectiveness of sales management systems and processes to identify areas requiring action.
  • 11. PREVIEW PIPELINE PROCESSES A pipeline analysis determines the quality and quantity of the sales pipeline.
  • 12. PREVIEW PIPELINE PROCESSES We determines how effectively your sales force is handling crucial questioning and qualifying issues that determine pipeline quality.
  • 13. PREVIEW STRATEGIES ALIGNMENT An analysis shows the sales management team’s alignment around 17 strategies that drive and support sales.
  • 14. PREVIEW SKILL SETS SALES MANAGEMENT A skill set analysis shows whether your sales managers possess the required sales management skills.
  • 15. PREVIEW SKILL SETS SALES A skill set analysis shows whether your salespeople possess the required sales skills.
  • 16. PREVIEW ISSUES SALES We identify the significant weaknesses that prevent your salespeople from consistently executing.
  • 17. PREVIEW TRAINING RECOMMENDATIONS We identify those who will benefit from training, the type of training and how much training they will require. INCENTIVE TO CHANGE
  • 18. PREVIEW TRAINING RECOMMENDATIONS We develop a training curriculum for your sales force based on the issues we identified.
  • 19. PREVIEW ROLES RECOMMENDATIONS We recommend role changes where appropriate.
  • 20. PREVIEW ROI FROM TRAINING Based on the issues identified we calculate ROI from training.
  • 21. PREVIEW CORE COMPETENCIES We illustrate our findings as sales core competencies
  • 22. 1 2 EVALUATE SALES FORCE RAISE EXPECTATIONS HOW TO DRIVE REVENUE AND PROFIT 3 RECRUIT A PLAYERS 5 HOLD THEM ACCOUNTABLE 4 BEGIN DEVELOPMENT
  • 23. http://www.objectivemanagement.com Dave Kurlan’s White Paper Validation Samples Testimonials Understanding the Sales Force World of Sales and Selling www.gv-s.be Objective Management Group, Inc.