Our Approach
Our 4Performance Framework™ appraisal process & globally acclaimed diagnostic tools are designed to identify issues within the four key enablers underpinning a sales function which are planning, process, people and policy.
We leverage this process to benchmark the maturity of your sales function against best practice and diagnose the inhibitors impacting performance. This allows us to reveal actionable insights into current sales performance.
We then recommend solutions that address & resolve barriers to optimum performance enabling predictable and sustainable business growth.
4PEOPLE: Some key sales capabilities we evaluate include sales mindset, sales DNA and sales skills
4POLICY: Some key policy aspects we evaluate include compensation, pricing & approvals, lead management, hiring, on-boarding and retention
People
Process
Planning
Policy
4PROCESS: Some key sales process areas we evaluate include CRM, sales methodology, sales cycle and buy process, pipeline management, forecasting and reporting
4PLANNING: Some key planning aspects we evaluate include strategic goals & objectives, key account and new business, team sizing, roles & coverage, targets & budgets and organizational alignment
enablers are identified
Discover
Solutions are
created
Recommend
Solutions are embraced,
reinforced and tracked
Enable
Why invest in a sales function if you don’t intend to nurture it
towards achieving its full potential?
Some reasons why we have developed the 4Performance Framework™
- Few companies fully appreciate the impact underdeveloped sales talent has on performance outcomes
- Few companies have a sales function operating to its full potential
- Few companies have mature sales methodologies and effective processes
- Few sales organisations manage to deal effectively with underlying issues impacting performance – they are too busy trying to hit their number
- Few companies have strong alignment across sales, marketing & services teams