Potential analysis of employees
Only after all the above-mentioned analyzes comes the (often and wrongly, already used first) employee potential analysis. This determines the extent to which individual employees meet the requirements arising from the sales process.
In most cases, there is no complete coverage of requirements and potential, so optimization decisions have to be made. For example, the "consultant type" is less suitable in the distribution of consumer goods, just as the good "first contact" is not good in the KAM business.
If the result of the potential analysis deviates too far from the requirements profile, even after training measures, then there is nothing left but to separate from the employee.
Potential analyzes can be carried out in the form of assessments in a group or in the form of individual interviews. Sales assistants can also provide important insights as an element of the potential analysis.
Sales managers must also be included here. Because of the high demands, management skills and communication skills in particular must be checked and improved at the management level. Regular training in the field of Management tools should be a matter of course.
When making changes in the sales process, it makes sense to train the entire sales team for the changes and to practice new approaches. Training can also do that Team building- Promote process. Since many sales employees are often on the go, this can have a positive effect on internal collaboration.
The supply of sales training is extensive and covers the various facets of sales work. There are standard programs and training programs specially tailored to the requirements of the company. Here it is necessary to decide on a case-by-case basis which type of training is most appropriate.
Sales accompaniment / -coachings
The individual Sales support can also be used as a qualification measure. With the help of CoachingIndividual problems can be solved by individual sales staff, e.g. before an important customer appointment or when dealing with problem situations.
Both instruments are suitable for supplementing and consolidating other qualification measures.
Regularly brings the most
Since the market situation is typically subject to increasing dynamics, it makes sense to check the respective requirements regularly. Both in product positioning and in the Target groups something can change quickly. An early observation of the developments and an adjustment in the sales approach help to seize the market opportunities as efficiently as possible. This creates the necessary prerequisites on the sales side in order to achieve competitive advantages.
Of course, this does not replace the timely development of the product range - even the best sales can be difficult to survive on the market with a non-competitive item.
Conclusion: systematic and careful
The sales analysis is not a substitute for regular ones Sales controlling, but is used if the key figures from sales controlling show a tendency to deteriorate.
The effort involved in carrying out the sales analysis is limited and systematic. However, one should always proceed objectively, since incomplete analyzes can not lead to optimal implementation.