This document discusses conducting a sales force health check to identify areas holding back sales. It involves administering a tailored questionnaire to the sales force to understand their views on product marketing, rewards systems, management/direction, HR, culture/environment, and company strategy. The results would provide robust data on initiatives that could most increase sales force efficiency and effectiveness. Having an objective view of what the sales force thinks about their work environment would add great value.

1. A STRUCTURED APPROACH TO SELLING
What is holding back your sales force today?
SALES FORCE HEALTH CHECK
• We have a robust method of analysing what the sales force think
about the Product Marketing, Reward Systems, Direction/Management,
HR, Culture/Environment and Company Strategy.
• I know which initiatives would have the greatest impact to increase
the efficiency and effectiveness of our sales force.
• Our sales force feel that their opinion and input is sought and valued.
• I have the robust data to make the correct changes in our sales operation.
• Having an objective view of what the sales force think about their
working environment would add great value.

2. SALES FORCE HEALTH CHECK - WHAT IS HOLDING BACK YOUR SALES FORCE TODAY?
SALES
LEADERS
EXAMPLE
STATEMENT: I UNDERSTAND THE PRODUCTS/
SUBJECTS SERVICES MY COMPANY PROVIDE
PRODUCT
MARKETING ENGAGEMENT
19% STRONGLY AGREE
REWARD SYSTEM COMPREHENSIVE
ENGAGEMENT MANAGEMENT/ 43% 12%
AGREE PRESENTATION OF
DIRECTION DISAGREE DATA, ISSUES
SALES THE QUESTIONNAIRE 26% THE DATA PORTRAYS
MANAGERS IS TAILORED TO YOUR SYSTEMS/ STRONGLY DISAGREE AND POSSIBLE
ORGANISATION AND PROCEDURES INITIATIVES TO
ITS TERMINOLOGY HUMAN INCREASE THE
COMMENTS FROM RESPONDENTS SALES FORCES
RECOURSES
‘WE WERE PROMISED PRODUCT TRAINING 6 EFFECTIVENESS
CULTURE/ MONTHS AGO, WHAT HAPPENED?’ AND EFFICIENCY
ENVIRONMENT
‘FULL PRODUCT TRAINING SHOULD FORM
STRATEGY PART OF OUR INDUCTION TRAINING.’
‘THE PRODUCT RANGE CHANGES SO QUICKLY
AND I OFTEN STRUGGLE TO KEEP UP.’
SALES
TEAMS