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DIAGNOSTIC SALES REVIEW

A Jalken Diagnostic Sales Review cuts through the noise with objective fact-based analysis across the four key areas of the sales function and identifies the barriers that prevent your team from achieving their sales goals. We create a clear report showing the health of all the constituent areas of the sales function within your organisation, so you may address these challenges swiftly and drive greater revenue and value for the business.

  • Is there a reference library which the Sales team can use?

  • Is there a bid library that can be used to avoid repeat effort?

  • Is there / should there be a bid writing team for larger opportunities?

  • Is there / should there be a telesales / appointing function?

  • Is marketing and advertising spending appropriate, tracked and getting results?

  • Is the product explained properly to new starters?

  • Is hard & soft copy sales material fit for purpose, easy to use & easy to understand?

  • Is the Website good and attracting the right responses?

  • Has the company invested in search engine optimisation and how is effectiveness monitored?

Two Computer Screens

 SYSTEMS & MATERIALS 

  • Is the ratio of management to sales personnel correct?

  • Are the salespeople rewarded correctly to keep them motivated & incentivised?
    Is the mix of Basic pay & OTE / commission correct for the business and in line with the market?
    What is the turnover of the sales group how does this compare with company turnover?
    Are individuals brought in on a Ramp up?

  • Are individuals assessed as new starter and on an ongoing basis?

People Cheering

 PEOPLE & REWARD 

Professional Meeting

 PERFORMANCE & REVIEW 

  • Are Sales targets fair and perceived by the management and sales teams?
    How many of the sales force are on target, better than target, below target?

  • Is there an accelerator incentive for the highest performers?
    What is the current win ratio for the business/division/group?
    What is the win ratio by individual?
    How is individual activity measured and managed?
    How often does the manager review performance with each individual?
    Are results issued publicly in a league table?
    What currently happens when staff are below target & have been for some time?

  • Is success celebrated & rewarded?

  • Is the Sales Strategy linked to the Business Strategy?

  • How effective is the company interface between sales & service delivery?
    Does the company gain feedback as to why it wins and why it doesn't win when pitching?
    Are customer satisfaction surveys undertaken and are results used in the sales process?
    Is the salesforce the right size for the market and geography?

  • Is an overview of the market and competition given to the sales team?

  • Is the mix of new to new and new to existing correct and is low hanging fruit being missed?

  • Is there a Sales culture in the company?

  • Are tender opportunities being captured and responded to appropriately

Workspace

STRATEGY & KNOWLEDGE

WHAT ARE THE BENEFITS FOR YOU?

  • A fast, thorough, hands-on independent and objective review of all areas of your sales function.

  • Allowing you, as the business leader, to quickly assess and pinpoint where you should focus your efforts to rectify any highlighted sales challenges and to maximise revenue opportunities, with minimal disruption.

  • Jalken's Diagnostic Sales Review provide you with a clear dashboard, which shows pinch points, which when addressed will increase team and business performance.

  • The review sets basis for further targeted function change and sales investment needs.

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©Jalken Consulting 2019

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