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Business Model

Sales Consulting Print E-mail

Our sales consulting approach is to focus on competency and transforming knowledge into results through superior process and execution. How is competency achieved? Business Model defines competency when the combination of sales behaviors, attitudes, motivators, values, skill sets, learned application and intuitive intelligence are aligned and applied by highly effective salespeople, sales teams and companies to deliver significant top line and bottom line growth without the addition of unnecessary overhead to compensate for inabilities and deficiencies.

We don't begin with the solution in mind which is often the traditional problem solving model. Every individual salesperson and company is unique. Instead, we utilize a process called "People, Process and Performance Development", which emphasizes identifying and developing the specific benchmark competencies required for success and performance achievement at the salesperson, sales team and organizational level. We have a four stage process, as follows:

Step 1: Define the Sales Job: What does the position require, in terms of sales-specific competencies?

Step 2: Measure the Salesperson: What does the salesperson require, in terms of sales-specific competencies, "benchmarked" against the sales requirements? Where does the salesperson's current knowledge and competency place them on the Evidence of Development/Competency Scale? Can they really sell?

Step 3: Develop Solutions for the "Gaps": What learning and development solutions are required, related to sales-specific and salesperson-specific competency requirements? What is the difference in the salesperson's current level of development and their expected level of competency?

Step 4: Align the Salesperson: The specific learning and development solutions applied in systematized method that allows for measured performance and results both individually and organizationally. Definable performance accomplishment, based on the potential of the salesperson and the organization, aligned to an expected level of competency scale.

Specific areas of expertise are as follows:


  • Strategic sales audits and organizational assessments.
  • Customized training and development programs
  • Assessing and aligning salespeople and sales organizations to achieve a distinct competitive advantage.
  • Defining and designing sales processes specific to organizational requirements
  • Who can sell, who can't sell, why and aligning around what needs to be done.
  • Competency-based position analysis for individuals and functional positions.
  • Executive mentoring and development.
  • Sales management mentoring and development
  • Sales mentoring and coaching for top to superior performers
  • Organizational transformation in the development or evolution of a sales process and performance driven culture.
  • Sales training with emphasis on customized content specific to client organizations and industries.
  • Ability to reduce organizational complexities to their simplest form.



Contact a sales training consultant at Business Model today.
 

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