“If you don’t know where you are going you might end up someplace else.” – Yogi Berra
Yogi certainly had a way with words, but his success spoke for itself. He appeared in 21 World Series as a player, coach, and manager from 1946-85. He won 10 World Series rings as a player with the Yankees and played in 75 World Series games, both of which are all-time records.
His success was no coincidence; he knew where he was going.
- Do your salespeople know where they are going?
- Do they have a clearly defined plan to achieve their goals (and yours)?
- Can you help them determine if they are on course and provide guidance if they aren’t?
Unless you can respond “yes” to all of the above questions, your salespeople “might end up someplace else.”
A Gap Analysis is essential to determining how your salespeople move from their current level of performance to your desired level. It creates a plan (roadmap or playbook) that is a guide every step along the way for their targeting, prospecting, qualifying, pipeline management, strategizing, closing, and relationship management.
It begins with defining the current state of sales including “what’s working?” and “what’s not?” A vision of your future state is determined. In the process, the nitty-gritty details of “what it will take” are vetted so that a realistic and potentially challenging plan results.
The Fractional Sales Management services of Keylan Management Group include a sales audit and assessment (our version of a Gap Analysis). Once completed, working alongside the business owner, the sales plan is implemented, and we reinforce the sales practices defined in the plan through regular 1:1s with your salespeople.
“If you don’t know where you are going…….” consider talking with us by calling 216-410-3024 or emailing us at info@keylangroup.com.
