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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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