Sales Performance Assessment
Diagnose Before
You Develop
Sales underperformance is often treated as a
training problem. It may not be.
Poor results can be caused by unclear strategy, weak opportunity management, inconsistent sales behaviours, inadequate coaching, ineffective processes, or a combination of these factors. Training one symptom without understanding the underlying cause can produce activity without sustained performance improvement.
Trusted by South Africa's industrial and technical leaders
There are no perfect sales teams
Busy sales managers miss the inefficiencies that quietly siphon away profitability.
Drawn from the sales environments of hundreds of sales-driven companies, these are the performance leaks we look for, and the revenue they cost.
Sales Strategy & Direction
Is the team clear about where growth will come from and how the organisation intends to win?
What are the company business objectives in terms of financial targets plus other important objectives such as specific product targets and/or specific markets etc.
Sales Process & Execution
How effectively does the team convert activity and opportunities into business?
Prospecting · qualification · discovery · value conversations · opportunity progression · objections · negotiation · closing · follow-up
Sales Capability
Do salespeople have the skills, knowledge, behaviours and commercial capability required to succeed?
Questioning and listening · business acumen · value-based selling · negotiation · account development · confidence · sales discipline
Sales Management & Enablement
Does the sales environment reinforce the behaviours required for consistent performance?
Leadership · coaching · KPIs · pipeline management · CRM and tools · accountability · enablement · reinforcement
A deal does not move forward because of confidence. It moves forward because the required sales behaviours have been completed.
Our approach
Why training you have tried has not transferred into skills in the field
Sales training is not a silver bullet. You cannot rely only on a selling skills intervention.
It is almost impossible to change a seller's behaviour after a few days of selling skills training. To convert this knowledge into real skills in the field will require reinforcement and coaching, post training. This becomes the responsibility of the sales manager under the initial guidance of Executive Intervention.
Sales training without measurement is an expense. Sales training with performance management becomes an investment that delivers measurable returns.
Five pillars of performance
Our business philosophy is built on these
5 pillars of performance.
Sales Excellence
Precise needs analysis → business case justification and closing technique based on communication, not pressure.
Your differentiator
Communication Excellence
Building trust, credibility and long-term partnerships.
Sales Process Optimisation
To define clear, repeatable steps to guide the sales force through all the phases of the sales cycle quickly and at minimal cost.
Leadership Excellence
Enabling managers to coach behaviour rather than supervise activity, and to run the disciplines that protect the numbers.
Selling Strategy
A coordinated approach to achieving the company's goals and financial targets.
Your sellers shouldn't forecast based on opinion. They should forecast
based on completed sales behaviours.
Programmes
Structured, practical, and built for your specific sales organisation.
Sales Consulting Skills
Sellers and managers · 3 days
The full sales cycle, from prospecting to closing.
Learn moreThe Science of Persuasion
For sales teams · 1 day
Building the emotional reason to buy through rapport and communication.
Learn moreSkills for Admin and Technical Teams
1 day
Building trust and willing participation with internal and external customers.
Learn moreSales Management Development
2 days
Developing sales processes, pipeline control and coaching seller behaviour.
Learn moreSetting Up Sales Processes
1 day
A defined, measurable roadmap for new and existing business.
Learn moreExhibition Selling
1 day
Converting expensive trade-stand traffic into qualified opportunities.
Learn moreNot sure which programme fits your team?
Book your assessmentGood to know
- All training will engage individual companies and is accommodated on their premises or via Teams, allowing for a tailored approach to your specific sales environment.
- A preliminary consultation is held to gain understanding of your company's products and markets.
- As this training is interactive, accommodating more than 20 people will detract from the individual's learning potential.
- Sessions include active role plays.
- A comprehensive training manual is included in all training.
- Repeating training to accommodate more than one session per course attracts a facilitation fee of R2,000 per session.
- All prices exclude VAT and any travel and accommodation expenses.
What makes us different
What makes Executive Intervention different
Seller behaviour change will only be effective if knowledge is transferred to actual selling skills in the field. This is ensured through:
- Programme module reviews, with assignments sent to participants after 10, 30 and 60 days, controlled by the sales managers.
- Executive Intervention's attendance at monthly project meetings with sales leaders, to evaluate performance improvement against agreed metrics.
- Executive Intervention attending 1:1 seller/manager meetings, to evaluate and coach managers on dealing with poor seller performance and ineffective behaviours.
- Sales managers accompanying sellers on customer visits, evaluated against an agreed scorecard.
We measure your baseline conversion rate, deliver the intervention, reinforce it, then re-measure, so you see the financial return, not just a completed course.
Realistic buyer simulations and role-play reinforce skills between sessions with personalized feedback.
About
Not a trainer with theory. A practitioner who has carried the bag and led the teams.
- Forty years in every sales role, from salesperson to sales director, including sales director at Konica Minolta South Africa and Oce South Africa.
- Left corporate life in 2012 to help companies improve sales performance and prove the return on it.
- Blends traditional consulting skills with the science of persuasion, drawn from an NLP background.
- Holds himself accountable to measurable results and stays involved after the programme.
Credentials
- Aston Sales Kinetics Coaches Certification
- Certified NLP Practitioner
- SPIN Selling accredited
- Professional Selling Skills (Accredited)
- New Solution Selling (Accredited)
- Life Coach (in qualification)
Why Executive Intervention?
- Unique investigative procedures to ensure that the complexities of your sales environment and products are understood prior to the development of any intervention plan.
- NLP training enables differentiated content, heavily focused on the science of persuasion. Less than 1% of sellers really understand how to place buyers into a high state of influence.
- Understanding the principles of adult learning ensures that knowledge is transferred into genuine seller skills long after the initial training is complete.
- Setting of critical success factors and continued participation demonstrates a willingness to be held accountable for success rather than simple promises.
- Sellers go through a certification procedure to sell your products into your markets, six months after the training.
Testimonials
Results that hold, because the reinforcement is built in.
In the communication programme we were taught to build an environment of trust and participation with the buyer. I see this as a huge differentiator when it comes to closing sales.
Leon Howell
Industry Accounts Manager, Scania South Africa
We have continued to use his services to the positive impact on our people. His material has enabled a steady increase in sales results.
Michael Stent
Sales Director, Teraoka South Africa
Peter spent many hours in the trenches with us. I would recommend Executive Intervention if you want a guarantee that his expertise is implemented in the field.
M. Armstrong
Managing Director, Mineral Innovation Technologies
Your sales performance assessment
Find the revenue leaks before they cost you another cent.
As there are no perfect sales teams, there will be some inefficiencies in your team. The question is to what extent, and whether there is cause to consider change. We assess your sales environment and share the findings in an in-depth written report, focused on the inefficiencies affecting profitability and your team's ability to win new business.
- DurationAround 90 minutes with your sales manager
- DeliverableAn in-depth written report with findings and recommendations
- FocusProcesses, selling skills, performance management and sales strategy
- InvestmentR2,500, no obligation
My clients have felt that the intelligence contained in the report has uncovered unrecognised problems, resulting in remarkable opportunities for additional growth.