Our Approach
Change is Hard… Sales is Harder…
Growth Dynamics is a different breed of company. We equip today’s leadership with comprehensive tools and solutions to select, develop, lead and build the “right” sales organization that FITS and performs. We work globally with complex sales organizations in manufacturing, distribution, and B2B services where the “role” of sales is constantly changing.
GDI’s methodology is comprehensive, working strategically to assess and understand your industry, performance challenges and metrics for success. We deploy a 4-stage process—Assess, Diagnose, Engage, Transform — designed to establish a foundation for developing the right sales organization that fits and performs.
Stage 1: Assess
To define the strategy for growth, we must 1st learn what you are seeking to accomplish, your goals, challenges you face, and establish a baseline for improvement.
Our unique approach involves closely working with executive management and sales leadership to do an in-depth analysis of your business, the marketplace, competition, complexity of the sale, how the sales organization and territories are structured, internal resources, leadership support, and team performance criteria… gaining a strong understanding of where you are and where you want to be.
We also look at your “sales culture”— how salespeople are recruited, hired, compensated, motivated, led, and retained to validate metrics for success and failure.
This gives us the required baseline for success and performance.
Stage 2: Diagnose
To know what to change, we first identify what is and isn't working.
GDI knows that sales teams often hold key insights into the issues impacting their performance. Our process captures their "voice," while utilizing our GDI development assessments to measure team skills, motivation, attributes, and role fit, as well as critical aspects of their role, obstacles they face, how they focus their time, team strengths, and where performance is falling short. We also define why top performers succeed, while underperformers struggle.
By engaging both leadership and the sales team, we create a trusted, transparent view of what is working, what isn't, and help define what needs to change.
Stage 3: Engage
Once we have analyzed your plans for growth and underlying causes impacting performance, we move to develop a role-specific, sales-centric “picture” of top performance that arms leadership with targeted recommendations for improvement, defining areas for growth and change, and establishing a comprehensive “roadmap” for sales talent selection, sales team development, and leadership recommendations to optimize the current team, while providing a role-specific program for recruitment, selection, compensation and even leadership optimization to build and develop the “right” sales organization.
Stage 4: Transform
The final phase of our methodology re-engages the entire sales team, transparently sharing our findings, how the role of sales has changed, team obstacles and strengths, and explores the future role of a Top Performer.
We educate the team on what is required for top performance in sales, where the team is today, and how we can help them adapt for the future. This transparency engages the team, creates trust, and establishes accountability for change.
Each team member receives a personalized Sales Transformation Plan and GDI Sales Dynamics Assessment® for development, creating a roadmap for success and development.
That’s Sales Transformation!
Your customers are complex, and your sales organization is unique. Sales leadership must Be armed the right skills and tools to evolve your sales organization. Often, we find that sales and leadership are not aligned, impacting performance.
Our unique approach involves closely working with executive leadership to assess your challenges, desire for change, competitive threats, and future business goals. We take an in-depth look at your “sales culture”—how salespeople are recruited, hired, compensated, motivated, led, and retained. We also define success metrics and failure criteria. Additionally, we evaluate your industry, sales complexity, process, leadership support, and internal assets like inside sales and service to identify strengths and gaps affecting team performance.
To know what to change, we first identify what is and isn’t working.
We understand that the sales team often holds key insights into the issues impacting their success. Our process captures their “voice,” learning about the challenges they face and recommendations they have. We also assess and measure critical aspects of their role, time focus, industry, competition, product and service offerings, as well as their skills, drive, and attributes. Our goal is to define the business’s strengths and how we can help transform the sales organization.
By engaging both leadership and the sales team, we gain a comprehensive view of what is working, what isn’t, and what needs to change.
After identifying the challenges and their causes, we develop a company-specific, sales-centric model. This model provides leadership with targeted recommendations for improvement, identifies growth areas, and establishes a comprehensive “roadmap” for sales selection, team development, and leadership strategies.
We create targeted, role-specific programs for recruitment, selection, compensation, and leadership to build and develop the “right” sales organization.
The final phase of our methodology re-engages the entire sales team. We transparently share our findings, challenges, and team strengths, exploring the future role of a Top Performer. We educate the team on what is required for success, where top performers focus, and the necessary skills. This helps them “see” how to transform, improve, and adapt their sales efforts.
Each team member receives a personalized Sales Transformation Plan and the GDI Sales Dynamics Assessment® to create a roadmap for success and development. That’s Sales Transformation!
Assess
The final phase of our methodology re-engages the entire sales team. We transparently share our findings, challenges, and team strengths, exploring the future role of a Top Performer. We educate the team on what is required for success, where top performers focus, and the necessary skills. This helps them “see” how to transform, improve, and adapt their sales efforts.
Each team member receives a personalized Sales Transformation Plan and the GDI Sales Dynamics Assessment® to create a roadmap for success and development. That’s Sales Transformation!
Diagnose
To know what to change, we first identify what is and isn’t working.
We understand that the sales team often holds key insights into the issues impacting their success. Our process captures their “voice,” learning about the challenges they face and recommendations they have. We also assess and measure critical aspects of their role, time focus, industry, competition, product and service offerings, as well as their skills, drive, and attributes. Our goal is to define the business’s strengths and how we can help transform the sales organization.
By engaging both leadership and the sales team, we gain a comprehensive view of what is working, what isn’t, and what needs to change.
Engage
After identifying the challenges and their causes, we develop a company-specific, sales-centric model. This model provides leadership with targeted recommendations for improvement, identifies growth areas, and establishes a comprehensive “roadmap” for sales selection, team development, and leadership strategies.
We create targeted, role-specific programs for recruitment, selection, compensation, and leadership to build and develop the “right” sales organization.
Transform
The final phase of our methodology re-engages the entire sales team. We transparently share our findings, challenges, and team strengths, exploring the future role of a Top Performer. We educate the team on what is required for success, where top performers focus, and the necessary skills. This helps them “see” how to transform, improve, and adapt their sales efforts.
Each team member receives a personalized Sales Transformation Plan and the GDI Sales Dynamics Assessment® to create a roadmap for success and development. That’s Sales Transformation!
Solutions
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Sales Insights
“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 are they effective. Today, advances in technology have made it easier for customers to find vendors or buy online without engaging sales. What Happened – What Changed? The real answer – technology. Technology has been evolving at a rapid pace
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 role for 10, 15 or even 20+ years. They do this to retain their knowledge, experience, and expertise, although often as the role of sales has changed – the sales team has not adapted or transformed how they sell. A
Building the “Right” Sales Organization
In today’s competitive business landscape, employers need more than a sales team with motivation and product knowledge, they need to attract, select and develop the “right” team members who have the right industry experience, skills, maturity and motivation that FITS the sale and customer environment. The Challenge – The Right Candidates Rarely today does a job description or online ad accurately define the real role
“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 Assessment sold Worldwide
Sales Benchmark Studies
247%
ROI for “right” new hires
Over 1100
Manufactures & Distributors Impacted
25+
Years as an Industry leader
GDI Assessment sold Worldwide
Sales Benchmark Studies
247%
ROI for “right” new hires