Case Studies

Case 4: Driving Development Plans #2

The Vice President of Sales for a fast growing, mid-market firm in the financial industry was seeking help to solve sales performance issues with his team.  

The Hallmarks of Excellence^® in Leadership was used as part of the assessment strategy to conduct a full analysis of the sales team, assessing the skills, motivation, and attitudes critical to sales effectiveness. From the findings, a benchmark was established that captured the “DNA” of effective sales representatives for the firm. Using the benchmark as a “gold standard,” the results of selected sales representatives were then compared to the benchmark to discover overall fit and resulting strengths and gaps.

The comparative analysis was then used to develop individualized training for each participating sales representative with the goal of accelerating sales performance. Furthermore, the benchmark now serves as the standard for hiring new sales representatives and provides feedback to help the sales management team orient and train new sales representatives to reach sales goals more rapidly.