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We develop
high performance models based on best
practices either within the organisation
or against benchmarks within the market/industry.
We apply our high performance methodology
to the following sales - related activities:
• Sales processes
• Sales planning and goal setting
– territory; channel; account;
prospect
• The Sales
Cycle – call/contact planning;
making contact; introduction; identifying
needs; presenting solutions; handling
concerns
• Selling
behaviours and style – effective
use of the range of core interpersonal
skills; using appropriate personal
style to establish and retain rapport
with the customer
•
The Sales experience – seeing
things from the customer or prospect’s
eyes
• Sales management
– vision, values and goals;
planning; motivating and gaining commitment
from sales staff; sales leadership;
coaching. |
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| Constructing
the High Performance Model
The model is constructed
using two pillars – competencies
and those behaviours
that support achievement of those
competencies.
Both competencies and behaviours
should reflect the required breadth
of the sales activities of the organisation,
or alternatively, the specific area(s)
of need that have been identified.
If the client considers that the
characteristics of high performance
lie within the organisation we will
use a structured interviewing methodology
and/or a facilitated group process
with a selected sample of high performers
to identify and weight the competencies
and behaviours. |
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Use of internal
or external examples of best practice
to construct a bespoke high performance
model of selling and/or sales management.
Internal measures are constructed
jointly with the organisation; external
measures are researched and developed
using best of industry or best of
market benchmarks.
If a client wants clarification
of their needs we apply a performance
analysis model to assist them. |
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