How Do You Quantify
Your Sales Loss Gap?

About our Sales Loss Assessment Tool

Managers, particularly those that work closely with the sales team, often lament the lack of specific knowledge about what the current team could be closing in sales or what the total value of individual business relationships could be. Commitment to training, especially externally, can be somewhat Ad-hoc. Even when training events are conducted, the focus is mostly on improving knowledge and behaviours, and not specific sales, relationship, or mindfulness metrics. Training then ends up being run in a vacuum.

Sales Loss Assessment (SLA) is a tool developed by Dr Paul Pickering to provide a baseline numerical understanding of the likely $ sales being lost due to less than ideal sales performance by the existing team. For example, if a team is generating $X in revenue, what is the real gap between that number and the potential $Y that they could be generating?

SLA was not just dreamed up by yet another sales ‘expert’. An examination of contemporary sales performance research was made to establish the ‘ideal’ across the range of key performance indicators. The SLA can be implemented at both managerial and an individual representative level.

Why Should You
Do a Sales Assessment?

Identifying the 'sales gap' will provide a robust $ estimate of what you should be generating.

Apart from helping to prevent the throwing of money at generic training, the SLA will output specific remedies for particular areas of sales underperformance. An all too common response to missed targets is to hire yet another Sales Rep or throw more resource at it in the hope that this will get things back on track. Identifying and zooming in on actual blocks to sales target achievement (e.g., in behaviours, mindfulness, support, or process) will yield far more actionable and measurable training strategies. The result? Investment in targeted actions with real ROI.

Start the Test Process Now

Try a Sample of the Sales Loss Assessment now for a FREE mini report

The full SLA is a diagnostic of around 50 administered questions across the whole sales process. It requires around one hour of your time, after which a result is generated and a specific recommendation of training strategy put forward. Before doing this, have a go at answering some initial sales performance questions below. This will provide you with an overall idea of where your current sales effort is sitting.

For the questions below, choose from the dropdown list a level at which your business NORMALLY takes the approach to sales management, 1 being low and 10 being high. Then submit your answers to us and we will give you a report back of an approximate opportunity score for your improved sales. It will only take a minute to complete and the results could make a big difference!

Your Name *

Your Company

Phone Number

Your Email *

Subject *

Our team has achievable, motivating and profitable targets that we actively monitor for success. *

We have a clear & effective plan for identifying which prospects to target based on our company's goals. *

We always find out a customer’s needs before formulating a solution. *

We have different company approaches for prospects with unusual challenges *

We are able to identify the individual’s personal motivators in order to progress the sale. *

We understand and can clearly communicate OUR value propositions and uniqueness. *

We can always identify and pursue the individual’s emotional connection to our offering *

We understand how to identify and address valid doubts and objections *

When no objections remain – we clearly and confidently know how to close the sale *

We continue to follow up and grow prospect confidence until we achieve our goals with every prospect. *

We have a process to reflect on rejections or lost sales to improve our offer and process *

We have effective and proven systems for tracking our sales performance and lead progress *

Yes or no? 80% of our team consistently achieves their set goals and targets *

Yes

Submit

How Do You QuantifyYour Sales Loss Gap?

Why Should YouDo a Sales Assessment?

Start the Test Process Now

How Do You Quantify
Your Sales Loss Gap?

Why Should You
Do a Sales Assessment?