Sales force development
& assessment centres
Developing the capability of the individuals within the sales
organisation is key to improving sales force effectiveness and
improving business results. Research has shown that those organisations
that develop people using a competency model perform better than
those that do not.
Meridian helps its clients to develop a competency model for
the sales force if it does not have one already. We then take
this model and design a one or two day programme of analysis tools
(i.e. psychometric assessment) and exercises (i.e. role plays,
inbox exercises) to measure the capability gap in each competency
by individual member of the sales force. Each of these sessions
is intended to be role specific.
At the end of the session a detailed report is written on each
individual that can be used in a number of ways. Where necessary,
managers are extensively coached both on how to facilitate and
moderate such a day and on how to give the feedback back to individual.
Clients use this methodology for one of three reasons:
Firstly they may use it to inform the development needs of
the team on an individual and/or generic basis. Where training
resources are finite this is an effective way of prioritising.
Secondly, they may use it to recruit individuals. It is proven
to be more effective than standard or generic individual interviews
at recruiting more suitable candidates who produce better results
and are retained for longer.
Finally, it is a very useful tool in adding real objectivity
to any rationalisation programme as a result of a downsizing
initiative, or a re-organisation where the allocation of resource
across different channels needs to be re-calibrated.
Meridian has a large database of sales people and sales managers
from many differing industry sectors. This has given us real insight
into what skills and attributes make a successful sales person.
