Consultancy Sales Capability


Consultancy Sales Capability

Are you making targets or asking ‘What went wrong’

Maximising opportunities or dealing with shortfalls is not just about sales training, it is about making sure the sales team is fit for purpose.

Designed by Brett Lyons TLSA’s ‘Sales Capability Check’ has been used
by global businesses, mid corporates and SMEs to assess how well equipped sales teams are to deliver sales objectives.

The Sales Capability check provides a deep dive analysis into your sales capability and is completed in three stages.


Three Sales Capability Check Stages

1. Scope

Typically, a sales capability analysis will cover:

Market Readiness: is the sales force structure right to meet customer needs
Sales Leadership: do sales leaders have the capability to lead, coach and motivate sales teams to deliver outstanding performance
Sales Skills: do the sales team have the right skill sets to develop and retain customers
Customer Management: is account management and sales coverage right to meet market conditions
Distribution: is there an opportunity to develop and grow business through new sales channels such as online, telemarketing and distributors

2. Implementation

Dependent on the project scope we will agree with you how to implement the project using a combination of all, or some of the following activities:

• Sales Leadership Assessments: the aim to understand the strengths and development needs of sales leaders. Assessments may be Leadership Scans, 360 Feedback Surveys, and Psychometric Assessments
• Sales Capability Assessment: a tool created by Brett Lyons to assess the attitude skills and knowledge of individual sales people. Easily tailored to meet the criteria for different roles e.g., account manager, new business manager sales executive. The assessment provides an in depth analysis of each individual, identifies development needs and generates a coaching plan.
• Structured Interviews: with senior managers, line managers, account managers and sales people. This may also include executives and managers from other functions that work with sales e.g., marketing, manufacturing and finance.
• Field Observations: a TLSA consultant will work with your people to observe skills and behaviours in customer interactions
• Focus Groups: in house events at which the sales team can express their views on strengths and gaps in sales skills and behaviours
• Customer Focus Groups: events at which customers provide an insight into what they expect from your business

3. Reporting

Each participant is assigned a personal project featuring content based on your business. The project is a practical aid that provides participants with a process to activate the training in their personal roles. Competed over 2- 3 months, the project may be supported with online coaching and certification from the ISM or ILM.

Need Some Help?

If you are not sure which is the right option for you call us to arrange an
initial consultation to discuss your needs, your objectives and how we can help.