Performance Readiness Audit (PRA)

 

A precision race car exceeds all traditional automotive expectations for handling, speed and performance. Randomly serviced vehicles often fail to meet consumer expectations for service, reliability, and performance. The major difference is that the professional race car team takes a holistic approach to optimizing performance. The most skilled and competent race car teams are constantly diagnosing and monitoring all key vehicle functions. They are ensuring that all vital systems (operation parts, driver, and the racing team) are aligned and in tune with one another. The Chapman Group recommends that organizations take this same professional, holistic approach to optimizing their sales performance through the use of our Performance Readiness Audit (PRA).  

 

Some sales organizations try to increase sales performance by fixing one part of the “sales machine.” They realize their numbers are below expectations and attempt a traditional jump-start activity: i.e. more sales training. In reality, there are many other issues that may be contributing to a lackluster level of sales performance.  

 

Taking a holistic approach to solving your current challenges involves examining all of the contributing factors and areas of your business that play an integral part in achieving and sustaining total sales success.  This holistic approach, or PRA, is conducted in stages that include research, analysis, and the development of recommended solutions, with an implementation plan for each specific solution. Finally, unlike many other consulting firms, we actually deliver on what we propose, giving you the strategy, tactics, and resources necessary for implementing the appropriate solutions. 

PRA efforts include:

 

     1.    An executive level project launch meeting

 

     2.     A comprehensive review of requested documents

 

     3.     Primary and secondary market research

 

     4.     On-site one-on-one meetings, workshops, and focus groups

 

     5.     Interaction with sales related MIS staff and review of sales tools

 

     6.     Analysis of findings

 

     7.     Conclusions and recommendations, including projected costs of solution

 

     8.     Presentation of final PRA report and recommended implementation action plan 

 

The Chapman Group offers end-to-end solutions to facilitate sales improvement efforts for clients to achieve expected results; investing in and solving only one business challenge at a time is seldom the answer!