Sales Team Evaluations
Why Sales Team Evaluations Miss the Mark
Most sales team evaluations miss the mark completely. Companies spend time measuring activity metrics like calls made and emails sent, but they never assess whether their people can actually sell.
You know what we mean. Your CRM shows someone made 50 calls last week, but it doesn't tell you if they can have a meaningful business conversation with a prospect. Your dashboard shows email open rates, but it doesn't reveal whether your team understands what motivates their buyers.
Here's the uncomfortable truth, you might have people on your team who look busy but can't actually move deals forward. And you might have others who aren't hitting their activity numbers but are incredibly effective when they do engage with prospects.
Contact Us for a comprehensive evaluation that will show you exactly where your team stands and what needs to be addressed.
Beyond Activity Metrics Short
Real sales evaluation isn't about measuring what's easy to count. It's about understanding what's actually happening in the sales process.
When we evaluate sales teams, we look at three critical areas.
Conversation Quality
Can your salespeople have business discussions, or do they default to product presentations? Do they ask questions that get executives talking about their real priorities, or do they stick to surface-level discovery?
Process Adherence
Are they following a methodology that actually works, or are they winging it? More importantly, do they understand why each step matters, or are they just going through the motions?
Market Understanding
Do they have a perspective on the industry and alternatives available to their prospects, or do they only know how to talk about your solution?
We've worked with companies where top performers were actually hurting the organization because they were winning deals through relationships while ignoring the process. When those relationships dried up, so did their results. Meanwhile, steady performers who followed good methodology continued to grow consistently.
What Our Evaluations Reveal
We do comprehensive assessments on all the people in your organization using data to find out what's really going on. Sometimes we discover that salespeople can't sell a $20,000 product, and the company is focused on fixing their marketing or making more calls. But it doesn't matter because when they actually connect with customers, they're going to lose.
Sometimes it's a skill set issue. Sometimes it's a process problem. Sometimes people are working hard but in the completely wrong areas.
Our evaluations typically uncover three types of people on your team: those who have the foundation but need specific skill development, those who are working hard but in the wrong areas, and those who might not be the right fit for your sales process.
We don't just look at your sales team in isolation. We also analyze your competition and your marketing metrics. Then we identify the three to five areas you need to work on quickly to see real improvement.
The goal isn't to judge people, it's to understand what's really happening so you can make informed decisions about training, coaching, and team composition. We've had clients see certain salespeople achieve larger sales than they'd ever had before within just six weeks of implementing our recommendations.