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Building Sales Strength
The Problem
In working with company presidents who are scared about the impact of the economy on their sales, we're finding that it's taking longer to close sales, and firms often do not have enough in their pipeline to make up for the delay.

Times have changed. Have you modified your sales approach? How effective is your sales force? Does your sales process consistently move leads to qualified prospects and onto closed accounts? Are your sales people delivering for your company?

W. Clement Stone, the bestselling positive-attitude guru, summed up his view of sales with the comment, "Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect."

The Solution
My company now helps a number of clients in building their sales strength. We offer comprehensive sales organization evaluations, sales person and manager assessments, candidate screening, and more.

These services use the proven system of sales force development from the Objective Management Group, augmented with the business growth, coaching and customer delight programs of my company.

One of my clients reported 144 percent sales growth last year because her sales team "got it." Contact Us to get the help you need in building sales strength.
How to Assess Sales Strength
The sales approach that worked during boom days just won't cut it in these economic times. You need a sales process that consistently moves leads to qualified prospects and onto closed accounts. You need a sales force that's up to the challenge. One of the key actions you can take during these economic times is to build your sales strength.

Before you can build, however, you need to assess. How are you as a sales person? Be honest. Take this free, simple 10-question assessment. It takes less than 3 minutes and you'll receive a score indicating your level of sales achievement. Have other members of your sales force take it also.

You'll also need to know the strength of your sales organization as a whole. If you haven't already done so, take this sales force assessment. Along with the score, you'll see how your sales force compares with others, receive an explanation of what your score means, and we'll recommend what you can do to improve your score.
How to Develop Your Sales Force
These seven steps are part of the process. Learn more about sales force optimzation in my article in ColoradoBIZ magazine.
Ask yourself the tough questions. Be honest. As a first step, take the sales force assessment referenced above.
Conduct a thorough evaluation of your sales force and sales management.
Raise expectations by establishing a clear sales plan with goals and process.
Topgrade — free up the future of the underachievers and recruit 'A' players.
Continue to develop your sales team through training.
Keep your people passionate and more productive.
Hold your sales team accountable.