Customers have changed a lot. They control their purchasing process far more than before, they spend less time meeting with suppliers and they expect more from the suppliers they meet with. A Gartner study of more than 1,100 B2B customers focusing on what drives continuing or expanding customer relationships with an existing supplier and found that the strongest driver of account growth is the confidence customers have in themselves and their ability to make good buying decisions. So now one of your sales reps new objective is to help customers being more confident in their decisions.

Only 21.5% of buyers strongly agreed that the winners “educated me with new ideas and perspectives.” At the same time, only 7.4% of buyers strongly agreed that the second-place finishers “educated me with new ideas and perspectives.” So there’s room for almost all sellers to improve in this area. Those that do will reap the rewards”

RAIN Group

What can it be used for?

This B2B Sales Assessment provides you with data and insight on how prepared are you in managing the new customer requirements, do you have the optimal business process in place. A new Gartner analysis shows that when salespeople do not have optimal working conditions and a lack of support to carry out their work, they often suffer from burnout, lose motivation and take fewer initiatives. The study concluded that 89% of sellers report suffering burnout, and 54% were looking for a new job. With this Assessment you will know how good support you are providing to your sales reps, where and how big the GAPs are. 


B2B Sales Assessment

8 categories, 32 specific measurement points
Language: UK, DK
Receive comments on low scores
Receive GAP comments
The expected implementation time is 20 minutes.

The six focus areas in B2B Sales Assessment:

  1. Management & strategy 
  2. Insights creation
  3. Sales behaviour
  4. Consensus
  5. Sales enablement
  6. Buyer enablement
  7. Anchoring
  8. Future Improvement: Open Questions:
    • Any thoughts on what you think WORKS WELL today?
    • Any thoughts on what you think is NOT WORKING or MISSING?

Do you or your projects or team have blind spots that need to be addressed, in order to achieve the level of success you want?