E.P.I.C.©: Sales Force Effectiveness (SFE) Program

E.P.I.C.© is a comprehensive, 4 step, proprietary, and validated SFE program to change the way the sales force thinks, acts, manages and sells. Generates genuine culture change within the organization while increasing sales force productivity and sales revenue.

Step 1: Evaluate – Sales CheckUp© (Sales Force Audit)

The initial step for an SFE program starts with the understanding of the existing situation within the sales organization. A field-based audit or Sales CheckUp © is conducted to evaluate sales manager, sales rep, HQ activities, capabilities and skills set.

The Sales CheckUp© is designed to identify the key strengths and weaknesses of the sales force and identify problem areas. The audit is based on extensive fieldwork, field accompaniments and interviews with both senior sales management and sales personnel, followed by the development of recommendations for sales force performance improvement.

Step 2: Plan

Upon completion of the Sales CheckUp©, the 2nd step for the SFE is the development of an action plan based on the findings of the audit. Areas of focus include territory evaluation/ realignment, CRM usage, and training activities, as well as the creation of the “Foundations” (job descriptions, forms, guidelines, evaluation criteria) and the development of training programs for sales reps and sales managers

Step 3: Implement

Upon development and agreement reached internally on the contents and schedule for the SFE plan, the step 3 for EPIC© is the implementation of the SFE program itself, including “Foundations”, territory realignment, class and field based training programs. The SFE program includes a strong focus on Field-On-the-Job-Training (FOJT) for sales managers and internal trainers, when appropriate.

Step 4: Control

The 4th and final step for EPIC© is controlling the SFE program through follow up activities. This follow up effort is an integral facet in maintaining the ongoing effectiveness of newly acquired skills and habits, and ensures the reinforcement of new techniques, activities, methods and requirements established during the implementation phase or the program.

Ongoing follow up programs (i.e. Sales TuneUp©) evaluate against previously agreed to SFE standards and include FOJT field accompaniments, to insure the continued development of the sales force. Individual mentoring and coaching programs for new or under-performing sales managers provided as needed.