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Typical Client Issues
Not…
Not Enough New Opportunities
Not Enough of a Sales Culture
Not Growing Fast Enough
Not Able to Scale the Sales Force
Not Sure if We Have the Right Salespeople
Delayed Closings
Low Conversion Ratios
Ineffective Sales Process
Turnover
Mediocrity, Under Achievement & Complacency
Ineffective Sales Management
Lack of Alignment
Excuse Making
Losing Business to the Competition
Takes Too Long to Ramp up New Salespeople
Inconsistency & Inability to Forecast
Salespeople Lack Necessary Skills
Unable to Select the Right Salespeople
Unable to Find the Right Salespeople
Margins are Too Low
Our Services
Sales Force
Sales Force Evaluation
Candidate Assessments
Salespeople
Sales Management
Sales Directors/VP
Checkpoint
Professional Service Firm
Professional Service Firm Evaluation
Partner in a Professional Firm
Leadership Team
Leadership/Executive Board Evaluation
Leader/Manager Assessment
Assessment Languages
SalesMind
About Us
History of Objective Management Group
How Are We Different?
Sales Specific
Role Specific
vs. Behavioral Styles Assessments
vs. Personality Assessments
vs. Benchmarking
Wider and Deeper
Validation
Answers vs. Findings
Underlying Science
Recognition (In the News/Articles)
Who are our Clients?
Client Testimonials
Strategic Partners
Case Histories
Media Center
Meet the Sales Experts Radio Show
Audio
Video
Archived Webinars
Best Seller
Expertise
White Papers
Blog
Ask For Help
Evaluate Your Team
Assess Sales/Sales Management Candidates
Develop a Sales Recruiting Process
Request Samples
Request White Papers
Home
Typical Client Issues
Not…
Not Enough New Opportunities
Not Enough of a Sales Culture
Not Growing Fast Enough
Not Able to Scale the Sales Force
Not Sure if We Have the Right Salespeople
Delayed Closings
Low Conversion Ratios
Ineffective Sales Process
Turnover
Mediocrity, Under Achievement & Complacency
Ineffective Sales Management
Lack of Alignment
Excuse Making
Losing Business to the Competition
Takes Too Long to Ramp up New Salespeople
Inconsistency & Inability to Forecast
Salespeople Lack Necessary Skills
Unable to Select the Right Salespeople
Unable to Find the Right Salespeople
Margins are Too Low
Our Services
Sales Force
Sales Force Evaluation
Candidate Assessments
Salespeople
Sales Management
Sales Directors/VP
Checkpoint
Professional Service Firm
Professional Service Firm Evaluation
Partner in a Professional Firm
Leadership Team
Leadership/Executive Board Evaluation
Leader/Manager Assessment
Assessment Languages
SalesMind
About Us
History of Objective Management Group
How Are We Different?
Sales Specific
Role Specific
vs. Behavioral Styles Assessments
vs. Personality Assessments
vs. Benchmarking
Wider and Deeper
Validation
Answers vs. Findings
Underlying Science
Recognition (In the News/Articles)
Who are our Clients?
Client Testimonials
Strategic Partners
Case Histories
Media Center
Meet the Sales Experts Radio Show
Audio
Video
Archived Webinars
Best Seller
Expertise
White Papers
Blog
Ask For Help
Evaluate Your Team
Assess Sales/Sales Management Candidates
Develop a Sales Recruiting Process
Request Samples
Request White Papers
Sales Process Grader
We’re glad you decided to try out our sales process grader! It’s easy to use and the results are instant. First, drag the steps that are part of your current sales process from the "Possible Steps" list to the "My Steps" list. Alternatively, you can click a step and then click the > or < buttons to move it between lists. Second, put the items in the "My Steps" list in the order corresponding to your current sales process by dragging them up and down. Alternatively, select a step and use the up and down buttons to move it.
Possible Steps
Handle Objections
Differentialte yourself
Cold call, or lead follow up call
Value proposition
Schedule meeting
They are committed
Intro to decision maker
Who is decision maker
Proposal or Quote
Identify a need
Engage
Needs analysis, ID problem, opportunity or pain
Meet decision maker
Trial/Test/Pilot
References
Interested
Sell value
Close
Present/demo
Receive lead or RFP
Talk about ROI
Research lead
Evaluate the opportunity
Decision making process/criteria
Meet technical team
Timeline for decision
Qualified
Quantify the problem
Ask about money or budget
Negotiate
Will spend more with you
Determine fit
Find compelling reason to buy from you
Have the money/ will spend the money
Talk about capabilities
Credit worthiness
Tour
Sign contract
My Steps
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