At Primary Intelligence we provide a view into the prospects’ perception of your sales efforts. We measure their perception of the sales team, company performance and product fit. These three areas are almost always considered in complex sales.
In a more transactional setting, we find that product and sales performance are the most important.
Recently, we completed a competitive intelligence analysis for a client and found that they had a number of competitive strengths. Their list of competitive weaknesses was relatively short, which was no surprise considering their prominent market position.
However, if there was an area of concern, it was in the performance of the sales team. There were a number of areas where, compared to the competition, their scores did not measure up.
Presentations, Subject Matter Knowledge and Understanding Business Requirements are all areas of some concern. The recommendation to the sales group was to improve the presentation style and delivery. Additionally, the sales team should spend a little more time practicing their listening and understanding skills. If they were to listen better to requirements, the presentations would probably improve as they became more targeted to the specific needs of the prospect.
Again, these are tactical improvements that need to be addressed right now to level the playing field. These are not strategic recommendations. For more insight on the data needed to make strategic plans at the executive level, see my other blog regarding impact-based competitive intelligence.
Do you see something in the data here that I’m missing? Let me know (cdalley@primary-intel.com, 801-838-9600 x5050)
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