CASE-STUDY 2: RECRUIT A NEW TEAM WITH THE RIGHT PROFILE
A US subsidiary of a FTSE 250 company in the engineering sector was suffering a disproportionately high drop off in revenue during the early days of the recent recession. It’s now back on track after analysis of its sales organisation identified major skills gaps and the company replaced incumbents with fewer, more effective salespeople. This [...]
CASE-STUDY 1: 3-MONTH PAYBACK FOR CLIENT
A Latin-American subsidiary of a Fortune 500 company found that, although opportunities were going through the sales pipeline, a very high number of bids were being lost right at the end of the process. This is the story of a certain LatAm subsidiary of a well-known Fortune 500 company which was losing an unacceptable number [...]
Paying up front for licences – OMG!
We’re proud to say that Fit-4 is the most rigorous sales assessment tool on the market, which is reason enough to become a SalesAssessment.com reseller. Other organisations which operate in a similar space have a different approach to its re-sellers compared with our own. SalesAssessment.com offers what we like to think is the best possible [...]
Benefits of a robust assessment methodology 6: understand what revenue you should expect from your team
We all know that many targets are set in the wrong way and so are meaningless…. An effective sales assessment programme can help sales leaders find answers to questions like: ‘How do I know what revenue it is reasonable that I should expect from each member of my sales force?’ This can be achieved by [...]
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. [...]