Online support tools

“Most discussions of decision making assume that only senior executives make decisions or that only senior executives’ decisions matter. This is a dangerous mistake.”

—Peter Drucker

The DMP Grid is a tool which identifies where the key decision-makers sit within a grid mechanism which takes into account the levels of influence each has over a decision, how receptive they might be to your message and their level of support for your solution.

As discussed in our white paper: 'How to develop value propositions' it is vital that we work out exactly how we add vale to our customers' business. This tool graphically enables us to map the customers' business drivers for any market segment and to identify how our products and services help the customer to grow their business and drive profitability. It also enables us to identify where we have competitive advantage and thus where we should focus our sales effort.

Post hire, new recruits are usually very highly motivated to get on with the job and to be successful. This motivation can quickly dwindle if there is not an effective on-boarding process. To ensure that new recruits are on-boarded effectively we introduce our Personal Development Plans at an early stage. This tool profiles the knowledge and skills required to do the job and through consultation with their sales manager, the new recruit agrees the gaps and a detailed plan is put in place to develop the required knowledge and skills.

It’s a popular myth that salespeople are only motivated by money. In a long running Quantum survey, financial motives comes third from the bottom in a list of seven motivational drivers! A key sales management task is to identify the motivators for each team member and to manage them accordingly. Quantum’s profiling tools enables this via a questionnaire that takes about 15 minutes to complete.  

It's obvious when you think about it most of the customer objections or 'concerns' that you get are the ones that come up again and again. Likewise it is likely that certain team members have the best ideas for countering the objections. This simple tool is a way of identifying the most common objections and sharing best practice to assemble 'best possible answers'.

Used in the context of key account management and preparing for a negotiation, this tool analyses strengths and weaknesses relative to the competition and the opportunities and threats that they give rise to.

Based on who we are negotiating with, their role in the decision making process and who / what we are competing with. It is also important to consider our SWOT position and the customers likely tactics. We need to consider this when preparing for the negotiation and Quantum's 'Negotiation Checklist'ensures that we cover all of the required bases.

When it comes to assessing pipeline probability, there is much confusion between the likelihood of a piece of business converting and the stage in the sales process. Completing a first visit is not an indicator of 20% likelihood (for example) any more than a visit later in the sales process necessarily equates to 80% likelihood. Driven by the ‘Win-Win’ score, the 'Yerjej Box' creates a matrix of these two factors and gives practical guidelines on appropriate actions in each quadrant.

It’s a popular myth that salespeople are only motivated by money. In a long running Quantum survey, financial motives comes third from the bottom in a list of seven motivational drivers! A key sales recruitment tool is to identify the motivators for each candidate to assess if their profile aligns with the role and if their is a good fit with the team. Quantum's profiling tool enables this via a questionnaire that delivers the candidate profile on an easy to interpret graph.  

Many sales leaders do not adjust their leadership style to suit each individual. This tool identifies their current style and signposts the changes they need to make to be a more effective leader.