About Growth Dynamics

Helping you build the “right” sales organization… PERIOD.

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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.

Frequently Asked Questions

Are your Top Performance Benchmark® programs customized to 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 As many sales leaders use outdated “industry standards” for selection, GDI analyzes the critical factors for top performance and success that define the role; such as role complexity, industry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 is the most common sales team performance challenge you see in the industry?

The most common trend GDI experiences is where highly-experienced, long-standing sales teams are struggling to adapt and perform to today’s more complex “digital” sales environment where cold calls and drop-bys no longer work, so they need to transform how they sell in a more strategic and effective manner.

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 and unique. GDI’s analysis looks carefully at critical factors for top performance; role complexity, sales experience, the sales process, industry expertise, the customer environment, the sales process, compensation, and even customer expectations that align with success.

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?

The GDI Sales Dynamics Assessment was developed on 30 years of research and selection metrics that define top performance metrics in a specific role, where candidate’s results are compared to a company-specific metric for selection, and results are reviewed with each hiring manager to help them make fast, effective and accurate hiring decisions.

We struggle to attract the “right” sales talent, what is working today?

More often than not we find that recruitment is not armed with the right role metrics for sales success, job ads are often generalized and not on the right search engines. Also, over 90% of the compensation we assess is outdated or does not align with today’s role metrics to attract or motivate top performers. The result is the attraction of average candidates, who offer average performance.

Why is the Ideal Target Customer or Sales so important?

Today, as customers have shifted and sales have become more complex, sales teams must focus their time on securing the right types of customers that seek their products and services, have long-term growth, and bring the greatest level of advantage. In a 2024 GDI study of 157 sales teams, only 13% of the team members could define the ideal target customer or sale. If a team does not know or is not accountable for developing the right types of customer accounts, they will secure smaller, lower-growth accounts with less potential.

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.

Are your Top Performance Benchmark® programs customized for each client?

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?

Today, talent selection requires a “strategy” to attract the “right” people. Instead, often we find that recruitment is not armed with the right role metrics, job ads are too generalized or not on the right search engines… attracting “average” candidates. And, 90% of the compensation models we assess are outdated or do not align with the role to attract and/or motivate top performers. The result is the attraction of “average” candidates, resulting in an average team.

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.