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| Sales & Marketing Assessment |
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 The Executive Workshop.
The first phase of the Sales and Marketing Assessment is to conduct a half day workshop
with the senior management team of our client.
 This workshop will explore the questions:
"What value do you bring to the customer, why do you think customers do business
with you, how could the sales process, sales competency levels, sales management
processes and sales tools be improved? This management workshop provides Conselleo
with the executive view on the situation.
Sales Force Interviews.
In the second phase we interview a cross section of our client's sales force.
 These
2 hour, individual interviews explore the sales person's opinion on value proposition,
sales process, sales tools, their sales competency levels, sales management and
the company's marketing strategy.
Customer Interviews.
Thirdly we interview a balanced sample of our client's customers. T hese 30 minute
interviews gather the customer's perspective. Wherever possible we conduct these
interviews in person, with the balance being facilitated via telephone.
Recommendations Report.
Lastly we create and present a summary report of our findings which will
compare the perceptions of the management team, the sales force and their customers.
This report will include our recommendations on improving sales and marketing effectiveness
for our client. Our policy is to deliver the complete truth of the situation, along
with recommendations that when implemented, will have dramatic impact. We present
our findings to our client's management team in a 1/2 day debriefing workshop.
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| REFERENCES |
| CUSTOMER QUOTES |
"I've used Conselleo's methodology and approach with a number of sales teams over the years. In every case, their training, coaching and tools have improved sales and effectiveness on an ongoing basis. The tools are easy to understand and use, making my job as the sales manager much, much easier."
Geoff Davenport
Vice-President Sales
Radiant Communications |
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