I’ve been working with a couple of clients on employee assessment and sales department structure lately. It is fascinating to me and I love it!

Here are some questions for you –

• Is your sales department structured to meet customer demands?
• Which customer? The small direct clients require far different skills from the “cost per pointer sisters.” And what about the accounts that truly want us to help them grow and sell? Those are the accounts with tremendous up sell potential.
• Are you asking your AE’s to handle them all or have you diagnosed OBJECTIVELY who will perform best with whom? The key is objectivity.
• Have you invested in employee assessment tools or are you relying on gut?
• How are you analyzing your staff and structure?
• What changes would you like to make?
• What’s holding you back?

We would all like to  hear your thoughts.