Assessment projects give clients a thorough “check up” of current sales strategy, coverage and programs.

Leading sales organizations regularly assess their effectiveness along three key dimensions:

Sales Strategy

Companies need to challenge their assumptions about how and where to grow sales. Through dialog with customers and sellers, AGI can assess the strength of the value proposition, competitive positioning, business retention challenges and growth prospects in under-penetrated segments.

Sales Coverage

AGI can help companies assess the capability and capacity of current selling resources to reach and serve target segments. We can test the attractiveness of alternative channels and help companies develop a short list of high priority improvement opportunities.

Sales Management Programs

Where markets are dynamic and productivity is critical, AGI can help clients assess their sales management programs, such as recruiting, training, compensation, sales crediting, coaching, reward and recognition. We can ensure that these high-impact programs are aligned with the business plan, consistent with best practices and technically sound.

Assessment projects can help answer questions such as:

	Are the right sales channels/assets allocated to the right customers?
	Are sufficient resources allocated to the best growth opportunities?
	How much capacity does the current sales organization have?
	Where do sellers actually spend their time?
	Are sellers being coached for improved performance?
	Does the sales compensation program support the business plan?