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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
Marian Ciuca, Prutul
Competence, solicitude, especially flexibility and not least confidentiality, top class tools and costs closer to the market of 2009. There are things that we wanted when we chose to appeal to HART company services for the 2 assessment centers that our company has held between September - November 2009. We found these qualities in them and they were confirmed by us during a collaboration that for
Stefana Spatacean, Royal Bank of Scotland
We have collaborated over the years with HART Consulting team in implementing several assessment centers for development purpose for both teams in the retail and in corporate areas. Consultant’s flexibility, attention to detail, professional manner by who reported each project, makes HART Consulting team a reliable partner. We warmly recommend HART team to support the evaluation and
Irina, Recruiter, Engineering
Hogan Assessments certification – a captivating session of learning and personal development. Thanks to the trainer for offering this experience and for your professional manner of conducting the course. The test results offer important information about human personality, being easily used in processes of personal development, leadership and recruitment.
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