Sales Excellence:

Skills Growth

 

Drive improved performance and efficiency by identifying skill gaps and providing targeted skills training.

Improving performance is about more than a 2-day training class!

Improving performance requires that you clearly identify skill gaps and then provide a curriculum that doesn’t just change a behavior or two, but rather changes the culture of how your direct sales resources work with customers and prosecute opportunities.

Improving direct sales performance is about skill assessments, a career-based curriculum, and targeted skills training.

Click on items below for details:

EXECUTION SKILL ASSESSMENT AND GAP ANALYSIS The Role Framework provides an ideal foundation to conduct an assessment and/or gap analysis on those currently in role.

Non-HR based, this kind of assessment – typically completed by those in-role and their direct managers – provides a rich context under which manager performance coaching, on-the-job training, and personal skill development can occur.
MULTI-YEAR CURRICULUM DESIGN & DEVELOPMENT The Role Framework also provides the necessary structure to identify appropriate readiness solutions for the role.

Leveraging both existing and need-to-be-created content, a complete set of recommendations are made to achieve sales excellence through behavioral skill improvements.

Combined with a Skill Gap Assessment, the organization can then prioritize which enablement efforts should take priority.
BEHAVIORAL SKILLS TRAINING Learn More The most effective Sales Reps are part opportunity manager, part executive business consultant, part aggressive hunter, part project manager, and part franchise owner. Traditional career progressions rarely develop the kind of broad skill competency required to be a successful Sales Rep today; as a result, diligent role-based enablement and skill building is a critical success factor to any sales organization. 

The EQ SellingTM for Enterprise program develops and fine-tunes the business skills necessary to excel in a Direct Sales role. Focused on the three key pillars of Sales Excellence, the program develops, refines and/or validates a Sales Rep’s opportunity management skills, account and/or territory development skills, and business management skills. The EQ SellingTM for Enterprise program has content appropriate for Account-based Sales Reps, Territory-based Sales Reps, and Sales Support Resources.