Management Advisory Services - Performance Audits

Many managers are so busy chasing their numbers that they don't have time to develop their people or even really to figure out what their people are doing to produce results or what is happening to cause performance drops.

Our Performance Audits help you learn what kind of sales force you have in the field, how your people use their time, what they do well and what impedes performance.

• Calculate your real measure of sales productivity
• Compare your practices to those of high performing companies.
• Make decisions about how to structure to increase productivity
• Learn what skills training is needed to improve sales and service results.

Here is how one of our clients used this approach to improve their sales effectiveness.

Situation: A fast growing company had to increase revenue quickly as they were in danger of missing their numbers for the second quarter in a row. The sales people were complaining they didn't have time to chase new business because they were too busy putting out customer fires.

Solution: The Audit showed them that their typical reps spent 76% of their time on non-revenue generating tasks while top performers spent only 26% of their time on support.

We delivered highly focused workshops for their sales, sales support and management teams that taught where best to focus attention, how to use go-to resources and skills to improve effectiveness. With clarification of support functions, service escalation procedures and limited training their productivity increased dramatically.

Benefits: They reported progress in revenue attainment and lower sales costs… in less than 90 days! Reps stopped complaining about having time to sell and more reps exceed quota.

Our Performance Audits are quick and easily administered online. Over 25 standard areas of inquiry can be edited to meet your information goals. You can support your decisions with both quantitative and qualitative feedback. With each audit, you receive recommendations for performance improvement and a detailed implementation plans for potential activation.