You want to discover customer orientation of your sales people to improving value creation for your customers.
Here you'll get a simple process that will make you recognize customer orientation of your sales staff in ONE day.
How to discover customer orientation of your sales people in ONE day?
Have a meeting with your sales people discussing customer orientation, goal setting, how they work today, which tools they use etc.
After that meeting your should be able to answer the following questions from your sales person's point of view.
Do you know your goals
Do you know for which
Do you make a written plan
Is the price list the basis for
Do you have notes available
Do you measure the number
Do you have a profile list of your
Do you get regular reports to run
Do you have a list of potential
Based on the results of the survey above, decide if you need a total overhaul of your sales performance management system and/or if you need to focus on specific areas.
The questions which you have rated 3 or lower should be considered as areas of concern.