Sales Team Development
Sales Team Development
Everywhere, the sales activity is governed by the Pareto Principle (also known as 80-20 Rule):
- 80% of your profits come from 20% of your customers,
- 80% of your sales come from 20% of your products,
- 80% of your sales are made by 20% of your sales staff.
We can help you to develop the third one, by identifying high potential persons, and help them in becoming high performers.
Good sales capabilities have direct impact on a company’s turnover and reputation.
This program is designed for experienced sales forces.
Benefits
- Identify high potential sales people and their individual needs for development.
- Facilitate the development process in order to retain high performers.
- Identify behavioral tendencies to keep, stop, and grow.
- Identify key core values and motivational drivers.
- Focusing the team on results and collaboration in order to increase measurable performance
- Offer better alignment within team members and other stakeholders and help the team to act as one in their interactions
- Implementing a way of provoking limits within the team
Steps of Sales Team Development Program
Step 1: Individual Assessment of Sales Competencies
Preparing and launching the Multi – Rater Feedback (360 Feedback).
Step 2: Reports Generation
- Based on the sales force complexity and specific needs, HART Consulting will choose the proper type of Hogan reports to be generated.
- For the multi-rater assessment a summary report including all the raters evaluation will be generated for each sales person involved in the assessment.
Reports’ content will reveal:
a) Sales competencies:
- strengths
- counterproductive behaviors under pressure
- individual core values and drivers.
b) Contextual Performance data
c) This report will be helpful:
- For the participants to unleash their potential
- For the organization to better motivate and retain sales talents.
Step 3: Individual Feedback
- Review the key sales competencies with high impact on participant effectiveness during the 1:1 developmental feedback session
- Provide strategic self-awareness on strengths and areas for development with respect to those key competencies
- Discuss core values and personal drivers that can support development and personal growth
Step 4: Individual Development Plan
- A certified consultant will help participants draw individual development plans after they gained insights about own strengths, potential derailers and motivational drivers.
Step 5: Individual Coaching Sessions
- A team coach from our network will accompany sales team at their sales meetings for implementing desired outcomes.
- During team coaching process, will work with whole team on sales meeting and 1,2 workshops for leveraging change.
Step 6: Measuring Changes with Multi-rater Feedback
- Measuring behavioral changes through Multi Rater Feedback survey after minimum 6 – 12 months.
Delivrables:
- Individual reports
- Individual Development Feedback Sessions
- Individual personal development plans (3 directions: start, stop and continue)
- Caching sessions
- Assessment report (360 feedback)
