AikinenOptimizing the Pieces Together

Key Sales Risk

 

"Approach each customer with the idea of helping him or her to solve a problem or achieve a goal, not of selling a product or service." - Brian Tracy

Key Sales/Sales Performance Risk Assessment

Aikinen offers a proprietary Key Sales/Sales Performance Risk Assessment. A Key Sales/Sales Performance Risk Assessment (KSRA) is a detailed sales risk questionary analysis which is used to provide/give companies/organizations an evaluation of their current key sales and sales performance risk health. Aikinen's proprietary approach to the Key Sales/Sales Performance Risk Assessment (KSRA) is based on the principles of Aikinen's BusinessMaxHealth concept and the unique AikiTri model for business health.

Sales are the lifeblood of every organization. Properly managing the risk of the sales force is the key to a successful or unsuccessful company. The Key Sales/Sales Performance Risk Assessment analyzes key risk factors in the sales sphere such as performing vs. underperforming salespeople, optimal mix/size of accounts of each salesperson, pricing and profit margins, over concentration of large accounts/small accounts, credit/collections management of accounts receivable, sales overextending its influence into other business areas, commission structures, negotiation of commission/compensation with high power salespersons, managing techniques of the total sales process, and proper protection and security of critical sales data and pricing.

Most current Key Sales/Sales Performance Risk Assessments (KSRA's) on the market today follow the same simple standard questions and thinking. While they can be helpful, they simply do not go into the necessary depth and understanding of sales process to be of any real use. A much more clear and robust comprehensive KSRA is necessary to get a full understanding of a business' sales health and what factors need to be worked on to improve the sales process and reduce risks.

Aikinen's Key Sales/Sales Performance Risk Assessment (KSRA) is offered independently or in combination with the personalized Business Coaching/Consulting services. A person can take just the Aikinen Key Sales/Sales Performance Risk Assessment and then go on and use the assessment in consultation with any other sales consulting service providers a company is working with at the time, or the person can elect to use the results of the assessment to begin a series of Aikinen Business and Sales Health Coaching or Consulting sessions to work on the areas discovered in the assessment.

Aikinen's Key Sales/Sales Performance Risk Assessment is offered in two forms. The Basic Key Sales/Sales Performance Risk Assessment is designed to be completed in 1-4 hours. The Advanced Key Sales/Sales Performance Risk Assessment is designed to be completed in 1 or more days. Contact Aikinen for more details...

  

Available via Hourly/Per Meeting/Project Rates (contact Aikinen for details)

Key Sales/Sales Performance Risk Assessment Options:

• Underperforming Salesperson Risks
• Overperforming Salesperson Risks
• Overconcentration of Accounts per Salesperson Risk
• Optimal Mix/Size of Accounts per Salesperson Risk
• Overconcentration of Large Accounts vs. Medium/Small Accounts Risk
• Pricing/Profit Margin Risk
• Credit/Collections Management of Accounts Receivable (Salesperson Influenced)
• Salesperson Influencing Negatively/Bullying Other Departments/Employees Risk
• Commission Structure and Commission Management Risk
• Commission Negotiation Risk with High Power Salesperson Risk
• Sales Management Process Risk
• Ownership and Protection/Security of Critical Sales/Client/Pricing Data Risk
• Credit Rating/Management Risk (Salesperson Influenced)
• Salesperson Disloyalty Risk (Job Hopping)
• Sales Payola and Embezzlement Risk
• Sales Activity Reporting and Data Risk
• Collections Assistance Risk (Salesperson Influenced)
• Sales Training/Lack of Training Risk
• Reassignment of Accounts to New Salesperson Risk
• Multiple Salespersons Servicing Same Account Risk
• Sales Territory Risk
• Sales Software/Technology Risks (CRM)
• Sales Policy/Sales Manual Risks
• Non Compete Agreements/Non-Disclosure/Confidentiality Agreements Risk