sales capability benchmarking

How does your team compare to best practice?

And what do you need to do to improve performance?

Assessing your current perf0rmance

How do you know just how good your Sales team really is?

How does it compare to other Sales teams within your business?

Better still, how does it compare to best practice?

Shoodan has developed a Sales Capability & Benchmarking Model that can answer all of these questions and more. We look at 27 separate measures to gain a detailed understanding of how your Sales team(s) performs; we identify areas of strength and areas where performance can be improved.

Best of all, our Model can be used on an on-going basis to track your Sales Capability, provide opportunities for improvement and ultimately, deliver an action plan to help your Sales team(s) move up to the next level of performance.

Our model is based on the simple premise that you can have the best sales people in the world, but if they are not supported by the best tools and processes, you won’t get the most out of them.

Rather than taking the narrow view adopted by most consultancies (where they look at Sales people, CRM, selling skills and Account Management), we take a much broader approach.

We have used our wealth of experience to identify 27 key focus areas that each contribute to the success of the Sales Team.

Each area can positively and negatively impact your Sales Team’s performance, so it is imperative they are given proper consideration.

The 27 Key focus areas

The diagram below shows each area that we look at.

The Scoring Model

When analysing each focus areas, we assign a level from 1-5, based on the diagram on the left.

Our model also includes specific examples of what each level looks like for each separate area. We have defined detailed criteria that allows us to quickly identify which level you are at – this has been built up over many years of analysis and experience and allows us to accurately score your performance.

The Results

Once we have completed the scoring, you will receive a high level view of the results, showing both your overall score and the score of each of the twenty seven areas.

You will also receive a detailed review of each area, showing what you need to do to move to the next level e.g. if you scored a “2” under Sales Methodology”, we will tell you exactly what you need to do in order to move to level “3”.

An example summary is shown below.

action plan

Finally, after discussing the various options with you, we will create a detailed action plan to drive improvement in the desired areas.

If required, we can help to implement the changes or leave you to it. Either way, once the changes have been embedded into your business, you can run the Benchmarking model again to see just how far you have come and what the next steps for improvement

Get In Touch

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+44 (0) 7799 627901

info@shoodan.com