Benefits of a robust assessment methodology 5: helping organisations understand what has gone wrong with a bid
Far too often an organisation can lose a deal even when the bid was good.
This is where an effective sales assessment tool comes in: it enables a company to understand whether there is an underlying ‘people problem’ when a bid is unexpectedly lost, or whether there has been a structural or bid mis-match issue.
According to Dow Jones, 33% of bids are lost through the incompetence of the salesperson – that adds up to trillions of dollars of lost business.
Just as importantly in today’s tough economic environment, 24% of all bids end up with no decision being made, while only 52% of salespeople are meeting target.
With business harder and harder to win, it is imperative to ensure that the right people are in the right roles and there are no gaps in essential skills and competencies.
No Comments
No comments yet.
Sorry, the comment form is closed at this time.