Equinox has brought together the combined thinking of many sales leaders into a powerful analytical tool that lists the features of the highest performing sales teams and benchmarks you against those features.
Sales Diagnostics allows you to compare your strengths and weaknesses against best practice, industry norms and your competitors. From Sales Diagnostics you can build a specific profile of the changes you need to make to facilitate dynamic and sustained sales growth.
Sales Diagnostics will help you answer the following sorts of questions:
- Why is my sales team not closing more business?
- Why does my sales team need me to be constantly motivating them?
- Are there some things the business could be doing to better support them
- Which action do I take first to get the best result?
- Are they lacking some important skills?
- Is it that I just don’t have a particularly capable team?
- Is the team actually doing OK but my expectations are overly high?
- Then again, maybe my expectations are low compared to other businesses?
- How saleable is our range of products compared to others?
- How finely tuned is our sales strategy compared with everyone else’s?
Sales Diagnostics assesses you on 150 criteria in the areas of:
- Execution of a compelling sales strategy
- Clear documentation of the elements of the sales cycle
- Disciplined execution of a rigorous sales process
- Creation of strong back-of-house cultural infrastructure to support optimal selling
- Professional selling skills
- Recruitment and selection parameters
If you are planning to spend resources on improving your sales methodologies, Sales Diagnostics avoids the financial risk and embarrassment of getting half way through the project only to discover that what you are doing is not working and money is being wasted.
One of the most powerful aspects of Sales Diagnostics is its ability to uncover differences in perceptions and expectations between management and sales staff regarding roles and responsibilities. Identifying these differences will enable you to diagnose why previous initiatives haven’t worked and how to make organisational change sustainable.
