EVALUATION PRODUCTS

New Business Critical Hour Evaluation

The Critical Hour – a real new business meeting – is the acid test of your sales process, your sales toolkit and your capacity to generate revenue. It’s the key to your sales performance.

A huge body of effort goes to waste if – for whatever reason – your salesperson fails to convince in that new business meeting Those 60 minutes in front of a customer need to generate revenue. That’s why’s it is vital for you to know and understand what is happening out there in the field.

Silent Edge's Critical Hour Evaluation takes place in the field during new business meetings. Using an electronic scorecard, our observers pinpoint areas of weakness in sales performance. We trace them back to the relevant stage of your sales process and immediately recommend specific ways of rectifying deficiencies.

Critical Hour Evaluation also identifies strengths in your sales process so that you can reproduce them or exploit them further to strengthen your sales performance.

How Critical Hour Evaluation is carried out

An independent Silent Edge observer accompanies each salesperson to two real meetings, maintaining a discreet profile and never intervening in the discussion.

During the meeting, over 170 objective, moment-by-moment observations are noted on an electronic scorecard. These observations document the salesperson's behaviour, business practice and selling competency. The observation methodology is consistent for each salesperson, enabling Silent Edge to benchmark your salesforce through statistical analysis.

A clear, true picture of your sales performance

The result is a detailed, objective and concise picture of each salesperson's performance in front of a customer. The observation also identifies trends across the team and barriers in the sales process.

A development plan for each salesperson

Critical Hour Evaluation is especially valuable as the basis for a development plan for each salesperson – his or her personal route to stronger sales performance. It generates a clear plan for each individual, illustrating exactly what they need to do to improve – and therefore earn more money. This has a galvanising effect on their motivation.

Strengthening your sales process

But Critical Hour Evaluation is about more than an individual's selling skills. After all, your entire sales process feeds into every Critical Hour and any issues will become manifest in the course of those 60 minutes.

Critical Hour Observation pinpoints the moments where your sales process could work to greater advantage. For instance, it identifies just how well each component of your sales toolkit (collateral and support materials) is working for you

‘The team at Silent Edge knows what face-to-face sales is all about. They know what makes sales work; they know all the things that must happen in a sales meeting to get results. They improve performance to deliver better revenues. It’s as simple as that!

Liam Donnelly, Sales Director, Arval

We have received an enormous amount of really positive feedback from our sales team following the individual Silent Edge Critical Hour audit days.

Close Brothers Premium finance

Click on the Image to enlarge