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Sales Effectiveness Audit


How does your sales team connect and interact with Finance, Marketing, Operations and other business divisions? Find out how making connections and creating culture within your organization can change everything.

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  • "Your workshop was awesome! I learned a ton and used your tips and techniques immediately in my sales presentations."

    - Kevin Buchanan, Sales Executive - Beckman Coulter
  • "Anyone can give a seminar, what Ravenwood Consulting does is deliver a foundation which you can build upon with or without his help. I recommend you do it with his help."

    - Scott Banks, President - White Knight Engineered Products
  • "I have been to very few trainings recently that I thought were worthwhile and delivered the promised value. Yours was a clear exception."

    - Jack Johnston, Director Talent Management - Shaw Group
  • "We've had a few different modules with our Leadership Academy and by far, yours has been the most valuable to me."

    - Adam Floyd, Broker - Coldwell Banker
  • "Thanks again for a very insightful class. It's nice to walk out of a training session and know you have actionable tools."

    - Dennis Meek, Sales Manager - Honeywell
  • "I wish to express my deepest thanks for providing our team with the DISC Assessment training here at Bank of America's meeting and events' department. We gained valuable perspective from your insightful contribution!"
    - Ted Johnson, Director - Bank of America/BCD
  • "Ravenwood Consulting is a gifted communicator, presenter and strategic business developer. He is highly intuitive - with great instincts around people and approach."

    - Theresa Ulyatt, VP, Strategy and Talent - Nouveon Consulting
  • "Ravenwood Consulting has a great understanding of our business and can tailor his training message so that he connects with each person in the room. He successfully navigates the training time with a nice mix of styles to fit all types of learners."
    - Steve Booz, Director of Sales - Certainteed Corporation
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Sales Effectiveness Audits

Most organizations are familiar with both financial and operational audits. These business check-ups provide timely, critical information to leadership on how the organization is performing relative to goals and objectives, as well as benchmarking best practices from industry leaders. Auditing your sales function is equally important.

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Culture & Connections
What are the desired qualities and characteristics of your sales organization? What behaviors are rewarded, which are punished? What is the pace of the work environment, what does it take to succeed?

  • Corporate strategy/culture
  • How organization views customer
  • Pace of environment
  • Reward/discouragement
  • Functional connections/interface (Ops, Marketing, HR, Operations, Finance)

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Performance Management
How does your organization drive the behavior of the sales team?

  • Position description
  • Period planning/annual goals and objectives
  • Evaluation/feedback/coaching
  • Compensation
  • Performance measurement/metrics

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Pre-Hire & Onboarding
How does your organization determine whether you are recruiting, hiring, and developing the very best candidates for your sales team?

  • Exceptional performer profiling
  • Candidate screening and assessment
  • Recruitment and selection
  • Interview techniques/procedures
  • On boarding plan

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Planning
How does your organization develop, execute, measure and evaluate an account and prospect development plan? Who are you calling on, why are you calling on them, when are you calling on them, what are you saying, who is saying it, and how is success measured?

  • Customer acquisition strategy
  • Prospect prioritizing models
  • Current account management strategy
  • Territory/Time management
  • Resource allocation
  • Inquiry/Lead generation strategy

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Competency Assessments
Are your sales people properly equipped to do the job they are being asked to do?

  • Skill inventory assessment
  • Professional development planning and execution
  • Training
  • Certifications and certificates
  • Product/service knowledge training

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Information Flow
How does information flow in to, and out of the sales team?

  • CRM consultation
  • Document review
  • Call reporting review
  • Information inflow and outflow
  • Information necessary to do the intended job

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Decision Making
How are decisions made in the sales organization?

  • Policy/practice review
  • Pricing/pricing strategy
  • Account selection
  • Accountability/authority
  • Product/service development policy