Sales is complex.
Customers are complex.
Building A Sales Team is Complex.
Need to build a sales organization that FITS your industry… and performs?
At Growth Dynamics, we help you define the “picture” of Top Performance in sales… arming you with tools to select, develop and build the right sales organization… driving business growth!
Since 1998, Growth Dynamics has been arming sales leadership with comprehensive programs and solutions that help you select, develop and build the RIGHT sales organization that performs.
What Leaders Tell Us… Sound Familiar?
Customers Have Changed
Today’s customers expect more… and sales teams face a “digital” firewall preventing their access to new customers.
Sales Team Not Engaged
Sales teams are NOT focused on new business… instead wasting valuable time focused on existing accounts.
Not Hiring the "Right" Sales Talent
Recruiting is more complex requiring a strategy to attract the “right” talent… stop hiring the best-of-the-average.
Do We Have the Right Sales Team?
The role of sales has changed in complexity, many sales people are not the “right” FIT for the sales organization.
How sales has grown in complexity - Ty Swain, CEO
Trusted Growth Dynamics Partners
Our Approach
Growth Dynamics is a different breed of sales performance company. We arm today’s sales leadership with advanced tools and proven solutions that define Top Performance in sales. Our solutions help leaders select, develop, and build the “right” sales organization that fits and performs in your specific industry.
Our Solutions
Pre-Selection
& Development Assessments
A Comprehensive Methodology for Building the “Right” Sales Organization
Defining Top Performance in Sales
GDI’s comprehensive analysis of the role of sales in your organization defines the “Picture” of top performance – targeting the skills, attributes, motivation, experience and FIT to build the “right” sales organization.
Sales Selection & Development
GDI offers advanced sales selection and development assessments measure candidate FIT to role-specific metrics so you can hire, develop and retain top performers.
Sales Selection & Talent Assessments
Hiring the right talent for the “right” roles is critical to sales effectiveness
For more than 25 years, GDI’s world-class sales metrics and assessments programs have been the go-to choice for companies seeking to hire, develop and build the right sales team. We combine role-specific metrics with targeted recruitment strategies that include our suite of GDI Selection and Developmental Assessment tools to help youhire and develop the “right” sales talent.
The right people learn faster, perform better, and stay longer.
Sales Compensation
The right compensation attracts and motivates the “right” sales talent
The right compensation model helps you motivate high-performance teams and attract the right sales talent.
What’s unique… We help you to define the real top performance metrics for sales today, measuring critical factors such as role complexity, industry expertise, sales skills, competition, role focus and the customer sales environment to create a targeted compensation model that motivates team performance – and also helps you attract sales talent who FIT, perform and succeed.
Sales Methodology
Your sales methodology is the backbone of sales effectiveness and new customer acquisition.
In today’s rapidly changing marketplace, sales teams must navigate a more complex, competitive “digital” sales environment to secure new business, retain current accounts, and grow the territory.
The right sales methodology aligns your ideal target customer, products, value proposition and marketing or lead generation initiatives – giving sales a competitive advantage.
Ideal Target Customer
Defining the IDEAL Target Customer drives revenue growth that FITS your business.
Today, many sales team’s focus too much time with existing accounts, or smaller “easier” accounts that bring less growth VS targeting the right accounts that FIT your business goals.
At GDI, we help you define the IDEAL target customer, ideal sale, and metrics to optimize new customer development, lead generation, and optimizing sales team performance.
The right customers stay longer, buy more and are easier to support.
Sales Team Development
Often sales training is a “check box” for managers that brings no improvement in sales.
As the role of sales increases in complexity in today’s more “digital” marketplace, many sales training programs are an “event” for the team that doesn’t result in improvement.
Today, the most effective sales training aligns with your sales process, target customer, the complexity of the sale, and the skills required for success, arming you with an on-going, role-specific program that reinforces and drives improvement… helping under-performers improve and top performers excel.
Sales Organization & Structure
As sales complexity has increased and customers have changed how they buy… your sales organization must adapt.
70% of the time GDI analyzes a sales team’s structure & performance… the sales structure and territory strategy are outdated.
At GDI, we know top performing sales organizations consistently adjust and modify the sales organization and structure to meet ever-changing market and customer demands… often re-aligning field sales, territories, even roles metrics to optimize territory saturation and growth.
Metrics for Top Performance in Sales
As sales has changed in complexity, hiring and developing the “right” sales talent is more difficult.
When companies struggle to attract and hire the right sales talent, most often, their recruitment strategies do not align with the real role of sales.
At GDI, we help build a “PICTURE” of Top Performance in Sales through an in-depth analysis of the position, assessing role complexity, industry expertise, performance metrics, compensation, the customer environment… and much more.
The Result. A comprehensive model that arms leaders to effectively attract, hire, develop and build the “right” sales organization.
Sales Role FOCUS
Is your sales team focusing too much time on existing customers VS new business?
We know it occurs… WHY? Because it is easier than doing what is really required!
In today’s changing customer environment, new customer development is hard, but is THE most crucial aspect of a sales team’s responsibility to assure you grow existing accounts and develop new long-term customers for the future.
GDI helps you analyze and define the proper mix, and the FOCUS that defines success in sales… establishing the right accountabilities for growth.
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Frequently Asked Questions
What is the most common sales team performance challenge you see in the industry?
Are your Top Performance Benchmark® programs customized for each client?
What happens when our team spends too much time with current customers VS new business development?
The reality is, many sales teams that focus too much time on current accounts and not on new customer development are failing to perform. Although a primary issue is they are not held accountable, many “long-standing” sales teams struggle to navigate a more “digital” sales environment where customers are buying differently and 14-16 touches is required to reach or engage a new prospect. So, leadership needs to arm them with better tactics to develop new customers and hold them accountable. Otherwise, as their efforts to prospect fail, they will waste valuable time with current customers.
We believe there are 3 primary steps:
- Help the sales team and sales leadership define the top performance metrics for sales performance in the role, setting goals for new business development and current accounts management.
- Offer training to new and long-standing sales teams on how to navigate today’s “digital” selling environment to gain access to new customers and decision-makers.
- Hold the sales team accountable for the right activities and metrics… and hire new team members FIT the role can adapt and succeed.
What makes your GDI Assessments for selection and development so effective?
We struggle to attract the “right” sales talent, what is working today?
Why is the Ideal Target Customer or Sales so important?
How does your Sales Team Analysis® program support training and development?
Today, as sales have increased in complexity, understanding the skills, motivation, attributes and FIT of your sales team sets a foundation for self-awareness, training, coaching, and targeted development.
The GDI Sales Team Analysis arms sales leaders with the “voice” of the sales team, helps them see why top performers succeed and underperformers fail, arms them with recommendations for team development, coaching, and individual performance plans for development… optimizing team performance and help team members adapt to a more complex marketplace.
Frequently Asked Questions
Are your Top Performance Benchmark® programs customized for each client?
Yes, it must be. Every sales organization we work with from B2B to industrial manufacturing is different, IE: differing role metrics, customer targets, compensation, and even the sales process is unique. As many sales leaders use outdated “industry standards” for selection, GDI analyzes the critical factors for top performance and success that define the role; such as role complexity, industry knowledge, sales experience, the customer environment, compensation, and even customer expectations that define success.
The Result – The GDI Sales Team Benchmark provides leadership with a comprehensive, role-specific model to recruit, select, develop, and build the “right” sales team while arming sales leaders with recommendations to help the team adapt and transform how they sell.
What makes your GDI Assessments for selection and development so effective?
The GDI Sales Dynamics Assessment was developed based on 30 years of research to define top performance metrics in a specific role, where candidate’s results are compared to a company-specific metric for selection.
What is most unique is the GDI is both a pre-selection assessment and developmental assessment in one report that helps managers see a candidate or team member’s skills, motivation, attributes, and FIT compared to role metrics. Each GDI Assessment includes a no-cost consultation that arms hiring managers with fast, effective, and accurate hiring recommendations.
We struggle to attract the “right” sales talent, what is working today?
How does your Sales Team Analysis® program support training and development?
Today, as sales have increased in complexity, understanding the skills, motivation, attributes, and FIT of your sales team, setting a foundation for self-awareness, training, coaching, and targeted team development.
The GDI Sales Team Analysis® arms sales leaders with the “voice” of the sales team, helps them see why top performers succeed and underperformers fail, provides recommendations for team development, coaching, and individual Performance Plans for development… optimizing team performance, and helps team members adapt to a more complex, ever-changing marketplace.
Industries
Since 1998, Growth Dynamics has been leading the industry in solutions that support complex sales organizations in diverse industries where sales success means navigating a highly competitive, ever-changing, and complex customer environment.
Sales Insights
“Digital” Selling: A New Path for New Business Development
As the industry has shifted dynamically over the last 5
The Long-Standing Sales Organization
Transforming a Long-Standing Sales Team With the rising complexity of
Building the “Right” Sales Organization
In today’s competitive business landscape, employers need more than a
“Digital” Selling: A New Path for New Business Development
As the industry has shifted dynamically over the last 5 years, a major change has occurred where cold-calling, drop-by’s are no longer acceptable – nor
The Long-Standing Sales Organization
Transforming a Long-Standing Sales Team With the rising complexity of selling in today’s marketplace, many companies retain long-standing sales teams that have been in the
Over 1100
Manufactures & Distributors Impacted
25+
Years as an Industry leader
GDI Assessments sold Worldwide
247%
ROI for “right” new hires
Over 1100
Manufactures & Distributors Impacted
25+
Years as an Industry leader
GDI Assessments sold Worldwide
247%
ROI for “right” new hires