READY TO SERVE THE NEEDS OF EVERY INDUSTRY
We help telecommunication companies align process, roles and competencies to evolving market segments in order to drive outcomes.
MEDICAL DEVICES & PHARMACEUTICAL
Our dedicated Life Sciences practice helps med tech, pharmaceutical, and diagnostic sales organizations drive measurable results. We do this by combining 30 years of B2B selling experience with unmatched subject matter expertise, to align how organizations sell with the changing business models and buyer expectations.
Outperform the Market: Growing company value and creating predictable quarters are top priorities. You need sales execution that aligns perfectly with your growth strategy. Investments in sales development need to consider critical sales goals and align precisely with desired business outcomes.
Problem Statement: Strategic growth initiatives are failing to hit expected target levels and impacting quarterly revenue attainment – resulting in decreased valuation.
Solution Statement: Utilize a data-driven approach to identify competencies that impact critical sales goals associated with key growth strategies. Objectively assess team capabilities in strategic competencies and apply agile performance development to drive rapid results.
Outperform the Competition: Effective sales execution is critical to meeting company revenue objectives. Investments in sales training must provide rapid time-to-proficiency, without disrupting productivity. Professional development must also directly support marketing and sales strategy to impact specific outcomes.
Problem Statement: Sales execution is inconsistent due to the absence of a well-defined process with best practices and enablement tools for sellers. There is no unified sales approach to ensure repeatable, effective execution.
Solution Statement: Develop a buyer-aligned sales process and unified language to provide consistent overall execution. Utilize a data-driven approach to identify competencies that impact critical sales goals. Integrate the buyer-aligned sales process with agile development for high impact competencies to create a competitive selling edge.
Outperform the Standard: Sales training must incorporate curriculum that directly supports the market and sales strategy of the organization, while optimizing the learning experience at the individual level to provide a real connection to business outcomes. What “good” looks like for each sales role needs to be clearly defined and include criteria-based standards for certification at the competency level.
Problem Statement: Learning & Development struggles to demonstrate clear connections and ROI for corporate investments in sales training. There is a lack of clearly defined standards and models for competency development and certification by specific sales role.
Solution Statement: Implement learning plans that directly support the sales strategy and goals, with “mappings” to specific performance outcomes. Incorporate multiple modalities where needed and apply a learn-practice-apply-coach (LPAC) model for optimal sales performance development and a defined path to certification.
Outperform the Benchmark: Effective on-boarding and professional development require well defined models for competencies and their associated proficiency levels. Sales organizations need both assessment and learning and development models that provide clear criteria and paths for career advancement.
Problem Statement: What success looks like for sales is too ambiguous to guide on-boarding and meaningful professional development. A lack of well-defined success and assessment standards limit valid development paths for improvement and advancement.
Solution Statement: Provide clear, well-defined competency models for professional sellers and managers that incorporate assessment technology at the knowledge and behavioral level. Provide training and developmental assets that correspond directly to sales competency requirements.
Outperform the Target: In addition to training, sellers need methodology specific templates and tools to enable effective daily execution that drives target outcomes. Front line managers also need well defined behavior guides for seller activity, and criteria to evaluate behavioral effectiveness to provide meaningful coaching and mentoring.
Problem Statement: Many sales training programs fail to include templates and tools for application of new learning on real opportunities. The result is limited application of newly learned methods and limited guidance for managers on how to coach new behaviors.
Solution Statement: Integrate methodology specific templates and technology tools into CRM to reinforce daily application of new selling techniques. Provide managers with behavioral guidelines for key sales methods to support effective coaching that drives specific outcomes.
LEARN HOW TO OUTPERFORM THE COMPETITION
We measure success by how well our customers achieve their sales goals. Driving real behavior change and measurable outcomes requires a globally proven curriculum, agility, and acceleration through technology, and expertise to bring change to life in your organization. We integrate each of these performance enablers to meet the unique requirements of your business.