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"Talent wins games, but teamwork and intelligence wins championships."
Michael Jordan

Sales Assessment

Whether they are formal or informal, sales assessments most often start with the salespeople. If we are disappointed with revenues that fall short of targets we look to the sales force. Sometimes we try training. Any senior sales representative will tell you that, at some point in their career, they have taken every sales course ever devised. Of course they say this tongue in cheek, because a quick trip to the search engine unearths 165 million hits for sales training. We believe salespeople represent the tip of the iceberg when assessing a sales organization. Too often they shoulder the blame when things don't go as planned, when we should really be looking at the plan. The ship that sinks never hits the tip of the iceberg rather it collides with what we don't see below the surface.

We believe it is a lot like winning a NASCAR race. At 165 mph it is not about the best driver, the fastest car, the quickest pit-crew, the best coach, or knowing the other drivers well enough to out maneuver them. It's about all of these elements working in harmony. It's about every member of the team having clarity about their role and being given the tools they need to achieve the objective.

At Glengarry Group Consulting we approach the analysis of your sales organization through the application of a proprietary methodology called BCS. What does BCS stand for? The answer, at first pass, might appear to mock management consulting as a practice or perhaps even to defeat our own efforts; BCS is an acronym for (Basic Common Sense).  We believe in straight talk not flowery acronyms. We are not akin to high price pundits who build practices and present credentials that speak to study groups, complex matrixes, and key indicators to determine the health of your revenue generation engine. Our credentials rest in the successful experiences of individual contributors who intimately understand what tools they need to be successful. We've been through the training, listened to the pundits and to us selling truly is Basic Common Sense.

What does this mean for your business? It means we ask simple questions that if you don't have the answers to you can't expect to be successful. We question:

  • The clarity of your message
  • The viability of your market
  • Your understanding of the competition
  • The quantifiable value of your product or service
  • The value of your competitive differentiators
  • Your use of technology
  • How you capture vital customer knowledge
  • The profile of your sales force - are they leaders in their own right
You would be surprised at some of the answers we get. Contact us and we'll happily share our experiences.

"I always try to write on the principle of the iceberg. There is seven-eighths of it under water for every part that shows."
- Ernest Hemmingway