REVAMPING SALES FORCE COMPETENCIES
The Challenge
After evaluating its sales force's performance in a high-demand market with a changing competitive landscape, our client's management identified a need to equip its representatives with a new set of selling competencies. To ensure future success, the initiative must:
- Incorporate targeted competencies that have immediate impact on performance
- Span multiple franchises, organizational levels, and proficiency levels
- Be completed within a compressed timeline
HealthAnswers Solution
Healthanswers developed a fully integrated Competency Model targeting the specific knowledge areas, skills, and behaviors that have the greatest positive impact on the clients current and future sales performance. This included:
- Conducting a structured needs assessment with key stakeholders
- Defining observable, measurable behaviors for 3 performance/proficiency levels within the organization
- Validating the model with sales management and a representative advisory board
HealthAnswers also performed a curriculum audit of the organizations training programs and provided strategic recommendations and a curriculum map to ensure all educational programs align with new competancies
The Results
The user-friendly Competency Model was introduced at the client's national sales meeting, along with:
- Skill-based workshops focused on the high-priority competencies
- Coaching workshops to ensure sales management could successfully pull through key behaviors on territory
The competency model has recently been integrated with the client's field coaching tools and continues to be an integral part of future corporate-wide training initiatives.
