ESR's Sales Effectiveness Audit, one of our family of services and products that help you improve your organization's sales effectiveness, is an objective assessment of your current situation, with recommendations on key components of your sales processes, approach, tools, people, marketing support and sales execution. These recommendations should be considered as the foundation for a requirements definition for a sales effectiveness improvement initiative within your company.
Listen to CEO Dave Stein explain the ESR/Sales Effectiveness Audit (4:08)
Since ESR does not deliver training or sales consulting services, our clients know that ESR's assessments and recommendations are pure and in our clients' best interests.
Purpose
To provide investors, CEOs, COOs, investors, sales leaders and general managers with a cost-effective, expert, objective and confidential assessment of key components of their company's sales capabilities, from approach to market, through opportunity management, to ongoing account management--all with the intent of improving sales performance in mind.
In conjunction with our findings, ESR provides pragmatic recommendations for immediate and longer-term improvement.
Who Should Consider this Service?
Companies that are experiencing one of more of these characteristics or challenges:
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They sell products or services to other businesses
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They have a disconnect between key departments, such as manufacturing, development, customer service, marketing and sales
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They constantly fight the growing trend toward commoditization by their customers and marketplace
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They suffer from inconsistent sales execution--not delivering against forecasted revenues
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They are forced to heavily discount to stay competitive
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They suffer from lost business, deal slippage or stalled customer decisions
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They have ongoing challenges selling business value to their customers’ executives
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They experience above average turnover within their sales teams
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They don't use a consistent sales methodology and related processes
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Are not leveraging technology that helps their sales team sell
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They aren't able to leverage alternative sales channels
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They are performing well, but want to be sure any weaknesses are identified and quantified so proactive measures can be put in place.
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Companies or investors that require this level of specialized due diligence as part of a potential acquisition or capital infusion.
Value
ESR provides an impartial, expert, diagnostic view of your sales operation with specific recommendations that, if followed, will provide your team with a higher degree of effectiveness. We highly what changes, if adopted, will offer short and longer term benefits. The report and recommendations produced as a result of this audit should be used as the foundation for defining the requirements for a sales effectiveness strategy.
Methodology
Discovery:
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ESR executes your non-disclosure agreement;
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We interview, by telephone, selected key customers/clients, your executives and the appropriate number and category of sales people who are selling for your organization;
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You complete our questionnaire and forward the requested materials to us.
Analysis:
- We evaluate and then focus in on key elements of your sales approach and related internal capabilities that support it. We don't spend time on what your team is doing well. Rather, we dig deeply into problem areas so we can accurately diagnose the problems and provide options for solutions.
Report:
- ESR issues a 3- to 40-page report (or alternatively a Powerpoint presentation) discussing our findings, followed by a 60- to 90-minute telephone conference call with your key sales stakeholders. Hard-hitting, specific and prioritized recommendations are made and approaches and options are presented for your consideration.
Scope
Depending on the breadth and depth of your organization and product/service offerings, and the severity of issues your team is facing, and pre-engagement discussions with management, ESR will evaluate and make recommendations on the most critical of these and other elements of your sales approach:
- Marketing Support of Sales
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Approach to target market, pricing/fee validity
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Clarity and consistency of value articulation
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Effectiveness of press/analyst coverage
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Demand creation activities and initiatives
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Lead management effectiveness
- Opportunity Management
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Sales methods, practices and processes
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Adoption to and compliance with current methodology and processes
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Qualification processes and effectiveness
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Sales and account planning
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Forecasting methods and effectiveness
- Sales Tools
- Sales Execution
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Obstacles and enablers to success
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Skills gaps of the people who sell for you, either directly or through alternate channels
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Causes of closing, discounting, slippage
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Process improvement mechanisms
- Ongoing Account Management
- Your Current Sales Effectiveness Provider (Sales Training, Consulting, etc.)
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Technology
- What technology is in place in your organization?
- Is it helping or obstructing your team's ability to sell?
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Culture and Organization
- Are there any cultural inhibitors to sales effectiveness?
- Is the sales organization structured for maximum effectiveness?
- How effective is your hiring approach?
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Overall Approach to Sales
- Measurement
- What metrics are in place to monitor leading and lagging indicators of sales performance and how effective are they?
Industries
- Software companies (applications or tools)
- Computer hardware
- Technology-related professional services
- Medical equipment
- Capital equipment
- Manufacturing
- Staffing
- Telecom
- Other Business-to-business Sectors
Additional Information:
For fees, availability, references and more details, contact ES Research Group at +1 (508) 313-9585 or send us an e-mail and we will have a representative contact you.
