Assess Your Team
I work with office technology dealers and MSPs, and with other sales organizations from 10 reps to a few hundred, especially where managers are coaching and developing their teams, or want to be.
The first step is a clear picture of the team you already have. As a Certified SalesIndex Partner, I use their assessment to show you each rep’s and manager’s sales strengths and where the blind spots are. (We all have them.)
The data comes from Objective Management Group: more than 2.5 million salespeople and managers, 30,000 companies, and over 35 years of research. It’s validated science that predicts sales performance, not a personality test, and it measures 21 core areas of selling and sales leadership.
Let’s Look at Your Team
Coach and Train
Once we know where the team is stuck, we work on it every day, not in a one-time workshop.
Your reps get daily coaching content from SalesIndex, aimed at the gaps the assessment found. It takes a few minutes a day and is built for that person, so the skill has a chance to stick.
I work hands-on with your managers. Most are busy chasing the number and putting out fires, so coaching falls to the side. In my experience, many managers end up telling their people what to do instead of coaching them. I help them use what the assessment showed, run a simple weekly rhythm with each rep, and get better at the coaching conversations that change behavior.
If sales are flat, or your managers aren’t sure how to coach, this is the place to start.
Fractional Sales Leadership
Some companies need a sales leader in the seat but aren’t ready for a full-time hire. I do that work for a few companies at a time, so availability is limited. For most teams, the better first step is the assessment, then coaching and training for the people you already have.
Book Harry to Speak
I speak with dealer groups, MSP peer groups, and sales teams about issues owners are already dealing with:
- Hiring the right sales rep
- Is your company ready for a rep?
- Why a bad hire costs far more than the salary
- Can your best tech sell?
- Coaching the manager
- A modern approach to prospecting and selling
What we measure
Most sales training only works on skills. But skills are just one of three things that decide whether a rep performs. Every SalesIndex assessment looks at all three:
- Selling skills. Prospecting, reaching decision makers, qualifying, selling value, and closing.
- Sales DNA. The beliefs that decide whether a rep actually uses those skills, like comfort talking about money or handling rejection.
- Will to Sell. The desire, commitment, and responsibility that make change possible.
The data shows why this matters. Only 16% of sellers are top performers, and they are about 4x more likely to beat their expected win rate. It works alongside whatever sales methodology your team already uses.
Source: Objective Management Group, “21 Sales Competencies You Need to Drive Sales Performance”
How we work
We work as a team, not as a lone consultant, and we start with a clear picture of the people you already have.
- Assess. Each rep takes a short online SalesIndex assessment that looks at Will to Sell, Sales DNA, and Tactical Competency, using data from 2.5 million salespeople and 30,000 companies. We review the results with you and co-develop a plan for the team.
- Coach and develop in sprints. We coach your managers to become performance coaches, and we develop your reps in focused sprints on the skills the assessment found. This is hands-on work with the team, not a one-time workshop.
- Measure and adjust. We meet each quarter to review results, look at culture and manager effectiveness, and adjust the plan. Once a year we reassess the team so you can see what has moved and where to go next.
Service Inquiry
Use the form below to contact us.
Or tackle your sales challenges via a no-pressure call with Harry Spaight.
On the call, you can:
- Talk about what’s going on with your sales team.
- Figure out whether an assessment, coaching, or both is the right next step.