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mind the gap-2
The dawn of a new year is an exciting time for most businesses. With a fresh slate to start from, it’s a time full of enthusiasm for planning improvements, bringing in new practices or setting growth targets. After a few weeks have passed, however, and the dust from your January ‘kick off’ meeting has not… View Article
Mind the gap – why audits can help your team perform better

The dawn of a new year is an exciting time for most businesses. With a fresh slate to start from, it’s a time full of enthusiasm for planning improvements, bringing in new practices or setting growth targets.

After a few weeks have passed, however, and the dust from your January ‘kick off’ meeting has not only settled but been cleaned away, it can be difficult to keep the momentum up.

So how can you make sure your sales team are performing at their optimum level, not only into February but throughout the remainder of the year?

From experience, we know that ‘taking stock’ is s pretty good place to start. In order to get to where you want to go, you need to understand exactly where you’re starting from so you can make a plan of how to get there. Doing this whilst bogged down with your day to day emails, meetings, staff issues and perhaps your own targets can become wishful thinking.

That’s why we are offering to come in and help.

We’ve recently been helping sales managers conduct a ‘Skills Audit’, to help assess the capabilities of their sales team and identify gaps that need to be filled. We will come in and work with you for a morning (or a day, or however long is required) to understand the team, their dynamics, their skills and ultimately, their performance.

Here are three top reasons why a skills audit is a good idea…

  • People change. As personnel in a sales team change, it can be difficult to keep on top of who has received what training and when. A skills audit of your sales team can help to identify any inconsistencies in training and development, some of which may go on to explain their performance.

 

  • Getting recruiting right. If you’re looking to take on new people, would it help to know what type of sales person will best benefit the team? A thorough audit of your team will identify both the gaps in skills and knowledge, and the type of sales person you would be best to look for, therefore saving valuable time on interviewing or even hiring the wrong person.

 

  • Knowledge is power. Just as a skills audit will help to identify potential gaps in your team’s knowledge and development needs, it may also highlight other interesting facts. Taking the time out to really get to know and understand how your sales team work can never be a bad thing and may result in feedback that can be used to dramatically improve the way they work.

For more information or to discuss arranging a free skills audit of your sales team, please get in touch with us.