| More and more "C" Level Executives are
driving Sales Force Evaluation because they want answers before
it's too late.
Ten years ago, the power of evaluating a
sales organisation using the industry leading evaluation tools
was
a novel concept embraced by some brave Managing Directors and
Chief Executives, but many were still in the dark.
What's changed? Today the comprehensive evaluation of a
sales organisation has become a necessary, logical and helpful
first step in the
sales force development process.
It quickly identifies all of the issues; both obvious and
hidden, people as well as systems, processes and strategies,
with well thought out explanations and actions. A company can
easily work on the actionable items for a few years without
running out of things to improve.
And now, 15 years after the development of the evaluation tools,
even more is known about its power. It's been evangelized.
More companies in the Top 500 are applying these concepts and
more satisfied customers are singing its praises. It's now
more or less the standard thing to do rather than the novel. The only challenge to evaluating the sales organisation is
resistance. A lot has been written about resistance. Bob Kriegel, author of
three great business books says that people resist for one of
four reasons:
- Fear
-
Complacency
-
What's in it for me?
-
They'll be dumped on (the Pigeon Effect)
Weak sales managers
tend to resist up front - they don't want any part of a
process that could possibly reflect badly upon them. Salespeople tend to resist later, when they aren't ready to
agree with an accurate finding. "C" level executives and
brave sales managers who genuinely want to improve tend not to resist at all and, if change is to take place,
they are the ones that need to drive the process. From our
experience, working with some of the world's fastest growing
companies, when direct reports resist, strong
executives will push and pull them along, whilst the weaker ones
may fear the push-back, giving validity to the resistance
movement and preventing change from ever taking place.
Growing a company is all about change. It's never about
standing still. Do you embrace change, always looking for
a better, more efficient, more effective way to get the results
you're after? Or, do you embrace the status-quo?
Read about why more and more
companies are requesting that their sales organisation be
independently evaluated. |
