Sales Effectiveness

In simple terms, sales effectiveness is a business’s ability to achieve sales. Better sales effectiveness means improving sales performance by generating the right sort of customers that move you closer towards financial and business goals. The term covers the various parts of a company that have to perform to generate more success. Therefore, real sales efficiency must have a coordinated effort from not just the sellers, but other divisions such as marketing, operations, and especially the C-Suite

Sales effectiveness begins with identifying the Key Performance Indicators that are most important and the vital sales skills you need to improve them immediately.

At Rough Diamond, we believe the fastest route to improving sales skills is with a bespoke course and a detailed measurement plan.

Our course of action includes:

• Understanding your existing Key Performance Indicators and where you want to be
• Establishing and ranking the individual sales activities and training behaviours that affect your Key Performance Indicators
• Creating a suitable blended approach for your team, using a market-tested course tailored to your own specific sales situation
• Aligning your organisation around the most critical elements of your strategy, and connecting sales behaviours to the results you want to see
• Designing a plan to measure plan the impact on the business

The Rough Diamond learning experience begins with our online sales training which is where salespeople and their managers are immediately engaged and equipped to learn.

Once in the classroom, expert adult learning professionals apply our exclusive learning approach to challenge and inspire sellers. We make certain knowledge is retained, and sales performance improves via our phone-based coaching application.

The instinctive learning model includes:

• Starting point evaluations that encourage and motivate to learn
• Developmental exercises throughout the course to assess progress and fine-tune learning
• Appraisals which gives learners the chance to self-select the topics that make sense to them and those that don’t
• Media-rich, interactive material to show what good and bad looks like

We ensure that the behaviours taught and learned online and in classrooms are fully backed by your managers in the workplace. Your tutors are supplied with a best-practices teaching system, tools for observation and feedback, along with world-class teaching advisors.

We make change happen by:

• Communicating Developmental Coaching best practices
• Instigating a learning culture backed by pace and systems
• Bringing our experienced sales teaching to specific situations – on complicated deals and with individuals on teams

Quantifying results, before, throughout, and after a learning experience provides transparency in the real value of the training and provides real-world information that can be applied to underpin ongoing improvement. Measuring sales effectiveness keeps sellers accountable and absorbed in the progression.

We have sales effectiveness measurements for training quality, knowledge retention and mastery, when, where and how often training happens, when, where and how behaviours are being modified, and how these changes are helping your Key Performance Indicators.

We measure:

• The quality of your training experience
• How much knowledge and skills do your sellers hold on to over time
• Where training is already happening in your business
• When and where behaviours modify
• How modifying behaviour affects your Key Performance Indicators