Definition of a Sales Assessment Test A sales assessment test is an instrument employers use to gauge how well a sales candidate can sell. Employers ask applicants to take assessments during the selection process. Top sales assessments have strong validity…
Case Study #8: Industry Roll-up
The Problem A medium-sized employee drug-screening company was competing in an industry in which a major industry roll-up was occurring. The company’s two biggest competitors had recently received VC money and were on a buying spree. The company execs were…
Posted in Sales Case Study
Case Study #7: Market Going Flat
The Situation The CEO of a small telephone-systems company sought to stand out in a sea of competitors in a market, which was going flat. Analysis We took a close look at the company’s strengths, its ideal client profile, and…
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Case Study #6: More Funding for a Portfolio Company
The Situation A VC firm had a portfolio company that was requesting another round of funding. The company’s results to-date had fallen short of expectations, but they appeared to be on the right track. The VCs wondered if they should…
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Case Study #5: Mindset
The Situation The CEO of a medium-size gas-production company sought to grow sales and increase the value of the company. Once his company reached a target revenue, he planned on selling it Analysis After evaluating the company’s sales force, we…
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Case Study #4: Best Practices
The Situation A large technology company with worldwide offices saw the size of its average deal fall. Also, its enterprise-wide licenses worth $1,000,000 or more had all gone away. Company morale was dropping, and its senior reps were starting to…
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Case Study #3: Promoting Top Rep to Sales Manager
The Situation A medium-sized software company was experiencing eroding market share, tougher competition, and slipping value proposition. The company had invested heavily in a wide range of sales training, including courses on; sales tactics, major-account planning, and how to talk…
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Case Study #2: Doing Whatever It Takes
The Situation We were referred to work with a division Vice President at a large communications company. The division had missed its quota for the last eight quarters and was under pressure to turn things around. Analysis We took a…
Posted in Blog Posts, Sales Case Study
Case Study #1: The Wrong Sales Process
The Situation A professional services company had a handful of junior sales reps, all of whom missed their numbers. The CEO was frustrated because his company used a strong direct-mail program, which produced a very high call-in rate. Nevertheless, the…
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6 Reasons Companies Fail to Hire Top Salespeople
If you hire the wrong salesperson, it’s going to cost you a lot. Research shows that high-tech companies lose as much as $2 million+ per year on a bad sales-hire. Even in a market flooded with candidates, if you fail…
Posted in Sales Talent