Too often sales management within an organisation spend hours of their busy days concerned about the productivity of their sales force. Where they are and whether they are truly and effectively representing the organisation in the best possible way and subsequently generating the best possible revenue results. This pressure is often delivered by senior management only concerned with results.
To better effectively understand customer engagement process requires not just an analytical review of the numbers – volume and value – but a gathering of relationship and market intelligence, that can only be gathered directly from the customer.
Armed with real knowledge, management can remove the skepticism and doubt so often entrenched in sales force management practices, which ultimately cause staff churn and broader under performance across a sales force through lack of real facts.
Contacting the customers of our clients either randomly or strategically based on individual accounts or regions, the Customer Engagement Specialists generate an in-depth understanding of the sales persons effectiveness across a number of disciplines. This valuable knowledge is secured by gaining critical knowledge across areas that may include their product and process knowledge, their specific effectiveness, their ability to add value to the relationship, their levels of motivation, their responsiveness and accuracy and their professionalism across all aspects of the engagement process. Further evaluation across areas that include Strength of Relationship, levels of Attained Respect, Pro-activeness in relation to sell-in and sell-through as well as Initiative, drive, empathy and understanding form crucial aspects of the overall knowledge base that is captured with each Rep Check.
Reps Checks can be undertaken in bundles as few as 10 or strategically contracted to be undertaken daily, weekly or monthly as required.
COMPANY About CEG.
