What It's Not

Sales Force Development is not a sales training event. Sales training events are stand alone tactical seminar approaches, “quick-fix” attempts to cure sales problems. Until you correctly diagnose the root cause of sales problems (why they exist in the first place), the sales training step is premature.

 

Our 30 years experience in sales force development has yet to find a stand-alone, sales training event that impacts and delivers sustainable sales force performance.

 


What is Sales Force Development

 

Sales Force Development is an integrated approach to organically and systematically grow sales by improving the people, systems, processes, and strategies that impact sales performance. 


It’s a holistic approach that includes, but is not limited to: Customized Sales Training, Coaching, Mentoring, Sales Force Automation, Sales Selection, Sales Assessments, Compensation, Incentives, Performance, Sales Management Effectiveness, Mapping the Sales Process, Documentation, Having a Play Book. 

While it's all of those things and more, its primary focus is the company's strategic plan for growing the business which often rests on developing a strong sales model. The key is to correctly diagnose the problems and build a strategy to move beyond the road blocks and communicate the direction to the people who are responsible for executing those strategies.