Industrial Revenue Growth
Book 15 Min

Quality of Sales™

21 sales specific competencies, measured on every person on the team, so the question of whether it is the people or the process stops being an opinion.

Financial and operational diligence is rigorous. The sales team, which carries the entire growth thesis, usually gets assessed on interviews and instinct. Quality of Sales is the MRI of the sales organization.

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21
Sales specific competencies, measured person by person

45 minutes per person. Four to six weeks to a complete organizational read with named recommendations.

Sales talent is measurable with the same precision you already apply to the plant floor.

Most sales decisions run on resumes, interviews, and reference checks. Every one of them is a weak predictor of whether someone can actually sell.

The predictive validity ladder is the whole argument: resumes and interviews land around 18 percent, personality and behavioral tests 20 to 22 percent, reference checks 23 percent, IQ tests 51 percent, and a sales specific assessment 82 percent or better.

Quality of Sales reads the individual and the aggregate together, which is what turns a team of opinions about performance into a diagnosis with a repair order attached. It works in diligence, in the first 100 days, mid hold when growth stalls, and ahead of exit.

Primary CTA · 15 Minutes · No Pitch · No Sequence

Want Ed to walk through it with you?

Fifteen minutes. Bring the team you are unsure about. Ed will tell you what an evaluation would surface first, and whether it is worth running at all. No pitch, no proposal cycle, no follow up automation, and a referral if he is not the right fit.

An honest read on your sales team. In 15 minutes.

No pitch deck. No proposal cycle. No follow-up automation. Ed asks sharp diagnostic questions about your organic growth challenge and gives you an honest read on what's actually happening.

  • A clear next step, a better referral, or a few things you can do this week
  • Ed's read on whether your sales problem is people, process, or strategy
  • If Ed isn't the right fit, he'll tell you who is
Ed Marsh, industrial sales growth consultant, in a pink dress shirt
Ed Marsh
Consultant · Speaker · Director · Author · Veteran
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