Performance Studies –
Performance studies are designed to help any entity seeking to improve their sales results.
Often, Jerry is asked to complete a study of a failed effort in the marketplace. He provides an unbiased view thereby identifying missed elements.
The techniques used are exit interviews coupled with phone interviews to recent visitors. The insights gained are often obvious to a trained outside eye, but not to the client who is working every day on meeting business goals.
In a number of cases, the product offering was not based upon market research but on assumptions that later proved to be incorrect. Fortunately, in most cases, corrective action can be taken and the project can return to profitability.
Performance studies are not limited just to product offerings but the skill level of the sales team. Secret shoppers are often used as a method of gaining insight into the sales team’s skill level. Once the assessment is complete, a training program will usually solve the issue.
This type of study will result in recommendations to meet the business plan goals.