How to Effectively Assess a Sales Team

Until 2020, Leo Sfikas served as the general manager of Currie Motors Auto Group, where he was responsible for the company’s strategic vision and direction. An accomplished sales management executive, Leo Sfikas has worked in senior sales management roles for different automobile companies. Among his key duties was sales coaching.

Sales coaching includes sales assessment, in which sales leaders learn how their sales teams are doing. Proper assessment goes beyond analyzing sales volumes. For instance, sales team assessment should begin at the individual level, at which managers establish unique qualities that each sales team member possesses. New companies may require sales professionals who are good at generating leads, while existing companies may benefit more from sales experts who can retain accounts.

Sales managers also should identify opportunities for each sales team member. Key milestones and events in a sales process that ultimately generate a successful sale are referred to as opportunities. These include product demos, meetings with prospective clients, and site visits.

Verbal and written communication skill assessment is vital for each sales team member. Sales leaders should look for candidates who adopt a consultative sales approach, not a persuasive one. Consultative sales experts focus on discussing and understanding clients’ needs. Salespeople with excellent written skills can, for example, transform an email into a sales opportunity.