December 9


Smart Sizing Your Sales Team

By Ralph Varcoe

December 9, 2020

right-size, sales, sales team, sales team evaluations, smart size

There's no doubt that today's times are strange. 2020 has been a year we're all going to want to put behind us. If only we could celebrate hard with friends and family come December 31st 2020 and drink in a New Year without COVID; Brexit; death, disease and doom; economic uncertainty; job risk. But we can't. We'll be socially distanced and sadly it's all going to rumble on for a while.

As you plan for 2021 sales growth, one of the things on your mind is likely to be 'have I got the right sales team members in the right place' and 'how do I right-size or smart size my team'?

If you need to make sure you have the sales people in the right roles and want to understand their sales competencies, DNA, beliefs and their will to sell (and why would you not want to?) then your first port of call should be a Sales Team Evaluation. It'll be the most important investment you could make as you go into 2021. Find out more here.

If you need to right-size your sales organisation and want to consider more than revenue and overhead into the equation as to who to retain and in which roles, Objective Management Group’s SmartSizing tool will help you decide! Using sales science and validated predictive findings, OMG’s SmartSizing tool will recommend who to retain based on the results of their Viability Analysis which takes into consideration the following factors:

  • Viability Analysis - Which salespeople are not part of our short-term future?
  • Savings and Opportunity Analysis - How much will we save, and how much potential does our sales force have?
  • Role Analysis - What is the ideal role for each salesperson?
  • Pipeline Analysis - How viable is the pipeline of the candidates for redeployment?

As an official OMG partner, we can arrange for the full evaluation and work with you to right-size your sales team. As you head into 2021, make sure you know your sales people incredibly well, as it is them who will make the biggest difference to your 2021 dials.

Click on this link to access a live online sample of the OMG SmartSizing Tool.

Ralph Varcoe

About the author

For over 20 years, Ralph has run sales and marketing teams across large enterprises and smaller start-ups, at companies such as Orange, Tata Communications, Virgin Media, Spirit Ai and others. He brings a wealth of experience in personal and professional development with a laser focus on enabling people to achieve more than they thought possible. He's a published author and musician with a passion for creating - be that change, the right solution, exciting campaigns, the right environment for customers to succeed, or podcasts, videos and written content.

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