At Bass Christopher & Associates, your first initial meeting with us is a Sales Performance Assessment (a.k.a. Sales Gap Analysis). Here, we can do a number of different analysis. For example we can evaluate the current sales performance against the targeted or desired sales performance to determine what gaps exist between the two. Invariably, there are reasons for the gap. These reasons are also known as challenges.
Challenges, like any problems, have causes; it is our aim to be clear about them. We are then tasked with discussing the various options for resolving them, conducting a SWOT analysis to determine strategic options, and finally presenting the data to our client, so that a key decision can be made that sets the basis for the strategic sales direction.
From this analysis, an action plan is then designed that outlines the steps the organization needs to take to close the gap between the current performance and the targeted performance. This, of course, is complemented by strategic execution and assessment.
This is the single most important key in resolving the challenges that cause gaps in sales performance. It is not enough to know everything there is about the subject of selling. It is not enough to predict what is likely to happen at each stage and at each point in either the Pre-Sale or the Post-Sales phases. It is important, vitally important, that one possess the skills to be able to DO what is necessary to acquire a new paying customer, to maintain and grow the revenue potential from that paying customer.
This “doing what works and discarding what doesn’t work” is the driving principle in this model. We are not interested in developing academics in selling; we are not interested in just helping our clients increase their knowledge about selling. We are principally interested in creating environments, in helping our clients develop the knowledge and skills necessary to eliminate those key reasons for the gap in sales performance. Thus, throughout this process, we are constantly assessing what we are executing to see what is working and what is not working, so that we can scale what is working and replace what is not.