Assess Your Sales Force and Recalibrate to Emerge Stronger from the Pandemic

By Michael J Griffin

Many sales organizations, like yours, are emerging from Covid with new strategies, policies, and goals to remain competitive to reach revenue goals. Have you assessed and evaluated the climate and competence of your sales teams & people and how they have changed through Covid to take on these changes?

ELAvate has successfully developed two world class tools to support your ability to assess and gauge salespeople readiness for change initiatives. Our clients found them very useful across cultures, departments and up and down the hierarchies. Let’s briefly review each of them:

ELAvate Sales Team Climate or Engagement Survey. This comprehensive survey is crucial for sales organizations to clearly gauge what your salespeople think and feel about your sales organization.  It assesses salespeople engagement across these 17 dimensions:

• Company Values

• My Work in Sales

• Top Leadership

• Collaboration 

• Working Environment

• Ethics

• Stress

• Supervision – My Sales Coach

• Feedback

• Planning

• Quality

• Innovation

• Diversity and Inclusivity

• Job Security

• Career Advancement

• Pay and Benefits

Our ELAvate Employee Climate/Engagement Survey produces an Organization Report and confidential Personal report on how each employee’s scores compare to the overall employee scores. Each climate survey has been tweaked and customized for our client’s specific needs. To view a generic ELAvate Climate Survey Report, click here.

ELAvate 360 Degree Sales Manager Survey. Our clients have found the ELAvate 360 Degree Sales Manager Survey very useful to assess and prepare sales managers to meet the selling challenges of the post Covid environment and drive changes needed to meet sales targets. The first step is always to assess your sales manager’s ability to lead and coach through change – especially in this hybrid selling and coaching environment.

ELAvate has served clients since 1995 with our 360 Degree Survey. It has gone through several upgrades and customizations to meet unique client requirements. The 360 degree survey gives competence feedback across 6 Sales Coaching Roles:

Visionary, Orienteer, Investor, Communicator, Influencer, and Leader.

Each sales coach role is assessed by 5-6 leadership behaviors/competencies.  360 Degree Surveys usually elicits feedback from the individual sales manager, 1-2 bosses, 3-5 peers and 3-5 salespeople. Occasionally clients may also include 2-5 vendor suppliers. To view a Sample ELAvate 270° Survey Report for a Sales Manager (rated by Self, Peers and Subordinates), click it here.

If your sales organization desires to assess individual salespeople, we have the Target Selling Insights Profile. This profile compares your salespeople against the scores of successful salespeople that have made over USD 100,000 a year. I found it very clear and easy to coach from because of the layout and linkages to selling skills. Find a sample of the TSIP here.

ELAvate is committed to helping your organization navigate and lead your sales teams through change in the hybrid post Covid marketplace. Contact me at no obligation to discuss how ELAvate can assist you in assessing and developing your salespeople for changes needed in the post Covid world. My email is michael.griffin@elavateglobal.com

Keep healthy and safe. Lead well. Give others hope.

Michael J Griffin
Founder ELAvate
Cross Cultural Sales Coach
Selling since 12 years old!