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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)
  • Sales Team Development - HART Consulting
Testimonials
Stela Pop, Roto Romania
Am participat la atelierele de dezvoltare a inteligentei emotionale si la o parte a celor de conversatii dificile si deja simt ca sunt capabila sa constientizez mult mai bine propriile trairi, propriile nevoi si, totodata, sa le comunic mai bine celorlalti. Este uimitor cat de simplu se poate rezolva un conflict sau o problema in mod constructiv, atunci cand raspunzi cu empatie si cu asertivitate.
Stela Pop, Roto Romania
I’ve participated to "Coaching Skills for Managers" and all four days were interesting from my point of view. The best part of the program was that the focus was on the practice, the practice of coaching in real situations. The theoretical part was important, especially for me, being a novice in this area, I’ve managed to understand some of the mechanisms of coaching process and some
Manuela Gute, DTH Television Grup
We have conducted several assessment centers having HART Consulting as partner in these projects. The goal of these projects was the selection of most suitable candidates for the following positions Promo Manager: Regional Sales Manager, Advertising Manager, Head of Technical Department, etc. The data provided was extremely useful for selecting the best candidate according to the profile and our
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