Introducing The Sales Effectiveness Framework
The Sales Effectiveness Framework enables large and small organisations to increase their profitable sales by enabling individual staff members to improve their performance. As individuals improve their performance they become more effective and therefore you can expect an increase in profitable sales.
The Sales Effectiveness Framework is a unique online performance appraisal system, specifically tailored to those in sales roles. The 2 main benefits of the system are:
- The Appraisal System - for monitoring performance.
- The Training & Development Needs Analysis - for improving performance.
Why Use The StrategA Sales Effectiveness Framework
Many sales professionals are competent, but few are effective. The Sales Effectiveness Framework will enable you to transform your sales team and therefore increase your sales.
The Sales Effectiveness Framework has been designed to enable small and large organisations to solve the following issues:
- Lost sales
- Low conversion of prospects to sales
- Low customer retention
- Poor business growth
- Failed marketing
- Poor communication
- Limited improvement after training your sales team
- Damaging attitudes amongst workforce
StrategA can help you solve these problems, which means your profitable sales will increase.
The Sales Effectiveness Framework has numerous unique features that provide significant benefits. By using the system, you will improve the overall sales strategy, develop the attitudes needed for selling and identify new skills that need training.
The StrategA Sales Effectiveness Framework
Performance Improvement
The StrategA Sales Effectiveness Framework provides these features:
- Highlights strengths & weaknesses
- Prompts interactive discussion
- Strategy alignment & co-ordination
- Monitors performance
- Objective reporting
- Skills training needs analysis
- Attitude development needs analysis
- Hidden talent identification
- Sales team / role optimisation
5 Areas for Improvement
Prospecting - Identifying the prospects and generating new leads.
Relationships - Keeping in touch and developing the relationship.
Execution - Demonstrating the benefits and closing the sale.
Administration - Fulfilling the order and delivering quality service.
Strategy - Understanding the Strategy and promoting cohesion.
How You Use The StrategA Sales Effectiveness Framework
The framework is designed with 5 sales effectiveness areas. Each area consists of 16 competency statements. Each statement is built upon a specific set of skills and attitudes.
Identify strengths and weaknesses in the statements. Use the results to build sales teams and to specify tailored training and development programmes.
Monitor the performance and track individual and team improvement.
Small organisations: StrategA works with owner / managers of small business to prepare a bespoke sales improvement programme. These programmes can normally be delivered in line with your existing training and evaluation procedures.
Large Organisations: StrategA tailors the system to suit the needs of larger organisations. The programme is normally delivered under licence, including in house training (but can be delivered via consultancy if appropriate).
The 3 Essential Components That Solve Underlying Problem
Imagine a stool with 3 legs. Remove any leg and the stool will no longer function effectively. Sales performance improvement operates in the same way.
Sales professionals need to understand a sales strategy, they must have the right attitude and the relevant skills.
Strategy |
Attitude |
Skills |
What Next
- sales
- profits
Improved:
- customer retention
- brand representation
- communication style
- questioning techniques
- listening & attentiveness
- conversion of prospects
- sales staff
- team unity
Sustainable:
- business growth
- sales improvement
- achievement of sales targets
Additional benefits:
- performance monitoring
- training budget optimisation
- hidden talent identified
- succession planning
Jonathan Evans
Managing Director
Discovery Graduates
