Is the sales team well led, motivated, coached and performance managed at every level of the organisation? Is the management structure optimised? Is it close enough to the customer or is it stuck in an ivory tower unable to react quickly enough to market trends?
By the taking time to understand the culture, management style, capability and motivation of the sales team, we develop an accurate picture of the impact, positive or otherwise, of the management team. As importantly, we can then see whether they understand the strategy for the company and are equipped to plan and execute tactics that underpin the strategy. Finally, we can determine if they are modelling the correct behaviours to sustain a culture that not only wins, but wins in the right way.