Frequently Asked Questions

How does it work?

First, we assess your existing salesperson using our battery of online assessments.  This book of information provides an objective measurement of the salesperson's current skills along with their strongest growth areas.  We provide the sales manager with a complete debriefing of the results.  We then meet with the salesperson and debrief them on their results.

Next, the customized development plan is generated based on all of the available data, printed, bound and sent to the sales manager.  This tool is laid out in workbook format allowing the sales manager to handwrite dates, ratings and notes on topic-specific training items.

What topics are covered?

The primary topic is the salesperson's sales skills.  This area is the primary focus for sales growth that provides the greatest return on investment.  The salesperson's aptitudes are converted to actionable items in the sales skills section and the productivity section.  These aptitudes are the natural talent areas that the salesperson possesses.  The salesperson's primary selling style, motivations and rewards are provided in the development plan.  This information allows the sales manager to know and predict the salesperson's behaviors in certain situations.

What is the purpose for the development plan?

The development plan was created as a tool for sales managers to use while working with their sales team.  Each salesperson has different skills, aptitudes, styles and motivations.  The development plan takes all of those aspects and rolls them up into 1 over-arching document.  This document provides action items, specific goals and distinct skill development customized for each sales team member.

What can we expect from using this tool?

Your sales manager will have a documented path for neutralizing each salesperson's vulnerabilities and expanding their natural strengths.  The end result is a more efficient sales team with highly refined sales skills.  As efficiencies increase and sales skills develop, higher revenue and, more importantly, higher margin sales will ensue.

What sales positions are best suited for the development plan?

Any sales position is well suited to the development plan, but our typical focus is on an outside salesperson who visits customers face-to-face.  The development plan has some elasticity so it can be adjusted for inside positions as well.

How do I order a development plan?

Contact us directly to order a customized development plan today.

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