Tips for Assessing Your Sales Team

• Analyze Your Department

“Sales are all about making your numbers,” Marka asserted. “If your team met their sales targets, what factors contributed to this? Pore through the sales reports to determine whether success was derived from marketplace intelligence or basic activities such as making more sales calls.

“Did FEI add any new services or capabilities that helped speed up production? Is there an upcoming investment opportunity that could make 4123BC a more profitable business year?” she added.

“Great tips, Marka,” Zoot said. “Now, I’m off to grab some Olympian’s Day Grog from the breakroom.”

“Hey!” Marka cried. “I’m not done yet.”

“Well, I’m breaking for grog anyway,” Zoot replied.

“Then get me one!” Marka retorted.

Today’s FIRE! Point
Assessing your company’s sales performance in 2012 and setting realistic expectations for the new year can help your sales team start 2013 with greater confidence. This assessment should start with getting a view from the field, then examine last year’s sales forecasts and, finally, analyze your entire department.

FIRE! in Action: Bard Medical Uses Assessments to Increase Sales Rep Productivity
The healthcare products company assessed their salesforce and made appropriate adjustments. The result was a 28 percent increase in productivity.

Next week: Marka gives Zoot two more helpful tips for assessing his sales team’s performance.