Sales Development Companion
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1 Sales Development Companion Sales Team Benchmarking Targeted Sales Training Plans Provided By: Recruitment Assessment Completed Date: October 7, Leading Dimensions Consulting, LLC
2 Contents. What.... is.. this.... report? What.... benefits can.... I. get... from.... the... information? Maximise every..... $. spent..... on... Sales..... Training Team..... Benchmarking and... Training Opportunities Individual Strengths and... Development Opportunities Sales..... Training Recommendations (team and... individuals) Additional Insights from.... other..... recommended reports Leading Dimensions Consulting, LLC
3 Introduction What is this report? This report highlights the strengths and development opportunities of your team overall, and for the individuals within the team. What benefits can I get from the information? Maximise every $ spent on Sales Training This reports helps you target Sales Training for your team overall or for the individuals in the team at the stages of the sales cycle that come least naturally to them. We all have our strengths (personality traits that means certain activities and tasks come naturally) in the sales cycle, and other stages in the sales cycle that are less natural, and require us to stretch out of our comfort zone, it s performing those tasks and activities where we don t normally perform as well or as confidently, we often even avoid doing them all together. By focussing training and development on these areas we can become more adaptable (help those things that feel unnatural to become more natural) therefore become more effective right across our role. This report provides insights into our strengths and development opportunities, then provides recommendations to specific training courses. What is the validity of the information provided? This tools was developed by Leading Dimensions Consulting LLC the publishers of globally embraced psychometric tools such as the LDP Profiles and Human Capital Management Tools such as the LD:360 and OEI Organisational Engagement Index report. The information is based on decades of academic research using 1000 s of participants across the world and across industries. To learn more about Leading Dimensions Consulting, and follow these links to read more about the tools, the author Dr Douglas Waldo, and the academic rigour and statistical validation of these tools please view these resources Leading Dimensions Consulting, LLC Page 1 of 20
4 Team Benchmarking and Training Opportunities The grey benchmark band represents that attributes of the highest performing sales people in studies over across 1000 s of sales people worldwide. In these studies high performing was a balance of achievement against targets, preserving margin, quality of sale (minimal refunds, complaints etc) and average tenure in the role. This band represents the DNA of the personality profile of the highest performing sales people. At each stage of the sales cycle there are key activities that came more naturally to this personality profile than other personality types. The good news is that we can all learn to be effective at those activities that require us to stretch beyond what comes naturally to us, in other words we can learn to expand our natural skill set with training, coaching and practice. Every red circle represents an opportunity for significantly improved performance through targeted training and development, training recommendations are provided later in the report. Team Average 2015 Leading Dimensions Consulting, LLC Page 2 of 20
5 Individual Strengths and Development Opportunities Sue Battle 2015 Leading Dimensions Consulting, LLC Page 3 of 20
6 Gordon Brown 2015 Leading Dimensions Consulting, LLC Page 4 of 20
7 Stephanie Cairns 2015 Leading Dimensions Consulting, LLC Page 5 of 20
8 Elaine Edwards 2015 Leading Dimensions Consulting, LLC Page 6 of 20
9 Elaine Gibbons 2015 Leading Dimensions Consulting, LLC Page 7 of 20
10 Max Hotopf 2015 Leading Dimensions Consulting, LLC Page 8 of 20
11 martyn papworth 2015 Leading Dimensions Consulting, LLC Page 9 of 20
12 Christina Walsh 2015 Leading Dimensions Consulting, LLC Page 10 of 20
13 Sales Training Recommendations The Team Overall Prospecting Call Centre Training: Sales and Customer Service Training for Call Centres Effective Prospecting Sales Training Goal Setting and Getting Things Done Training Personal Productivity Training Time Management Presenting Solutions Influence and Persuasion at Work Training Pitch Proposal and Presentation Sales Training Presentaion Skills (2 day course) Public Speaking (1 day course) Writing Winning Proposals Training Negotiating / Closing Buiding Rapport Building Rapport Discovering Needs Retail Sales Training Sales Training Overcoming Objections Overcoming Objections Sales Training Servicing Client Customer Service Fish! 2015 Leading Dimensions Consulting, LLC Page 11 of 20
14 Sales Training Recommendations Sue Battle Prospecting Call Centre Training: Sales and Customer Service Training for Call Centres Effective Prospecting Sales Training Goal Setting and Getting Things Done Training Personal Productivity Training Time Management Presenting Solutions Influence and Persuasion at Work Training Pitch Proposal and Presentation Sales Training Presentaion Skills (2 day course) Public Speaking (1 day course) Writing Winning Proposals Training Negotiating / Closing Buiding Rapport Building Rapport Discovering Needs Retail Sales Training Sales Training Overcoming Objections Overcoming Objections Sales Training Servicing Client Customer Service Fish! 2015 Leading Dimensions Consulting, LLC Page 12 of 20
15 Sales Training Recommendations Gordon Brown Prospecting Call Centre Training: Sales and Customer Service Training for Call Centres Effective Prospecting Sales Training Goal Setting and Getting Things Done Training Personal Productivity Training Time Management Negotiating / Closing Building Rapport Presenting Solutions Influence and Persuasion at Work Training Pitch Proposal and Presentation Sales Training Presentaion Skills (2 day course) Public Speaking (1 day course) Writing Winning Proposals Training Servicing Client Customer Service Fish! 2015 Leading Dimensions Consulting, LLC Page 13 of 20
16 Sales Training Recommendations Stephanie Cairns Prospecting Call Centre Training: Sales and Customer Service Training for Call Centres Effective Prospecting Sales Training Goal Setting and Getting Things Done Training Personal Productivity Training Time Management Negotiating / Closing Buiding Rapport Discovering Needs Retail Sales Training Sales Training Overcoming Objections Overcoming Objections Sales Training Servicing Client Customer Service Fish! 2015 Leading Dimensions Consulting, LLC Page 14 of 20
17 Sales Training Recommendations Elaine Edwards Prospecting Call Centre Training: Sales and Customer Service Training for Call Centres Effective Prospecting Sales Training Goal Setting and Getting Things Done Training Personal Productivity Training Time Management Presenting Solutions Influence and Persuasion at Work Training Pitch Proposal and Presentation Sales Training Presentaion Skills (2 day course) Public Speaking (1 day course) Writing Winning Proposals Training Buiding Rapport Building Rapport Discovering Needs Retail Sales Training Sales Training Negotiating / Closing Servicing Client Customer Service Fish! 2015 Leading Dimensions Consulting, LLC Page 15 of 20
18 Sales Training Recommendations Elaine Gibbons Prospecting Call Centre Training: Sales and Customer Service Training for Call Centres Effective Prospecting Sales Training Goal Setting and Getting Things Done Training Personal Productivity Training Time Management Negotiating / Closing Buiding Rapport Discovering Needs Retail Sales Training Sales Training Overcoming Objections Overcoming Objections Sales Training Servicing Client Customer Service Fish! 2015 Leading Dimensions Consulting, LLC Page 16 of 20
19 Sales Training Recommendations Max Hotopf Prospecting Call Centre Training: Sales and Customer Service Training for Call Centres Effective Prospecting Sales Training Goal Setting and Getting Things Done Training Personal Productivity Training Time Management Overcoming Objections Overcoming Objections Sales Training Building Rapport Presenting Solutions Influence and Persuasion at Work Training Pitch Proposal and Presentation Sales Training Presentaion Skills (2 day course) Public Speaking (1 day course) Writing Winning Proposals Training Negotiating / Closing Servicing Client Customer Service Fish! 2015 Leading Dimensions Consulting, LLC Page 17 of 20
20 Sales Training Recommendations martyn papworth Buiding Rapport Discovering Needs Retail Sales Training Sales Training Building Rapport Overcoming Objections Overcoming Objections Sales Training Negotiating / Closing 2015 Leading Dimensions Consulting, LLC Page 18 of 20
21 Sales Training Recommendations Christina Walsh Prospecting Call Centre Training: Sales and Customer Service Training for Call Centres Effective Prospecting Sales Training Goal Setting and Getting Things Done Training Personal Productivity Training Time Management Presenting Solutions Influence and Persuasion at Work Training Pitch Proposal and Presentation Sales Training Presentaion Skills (2 day course) Public Speaking (1 day course) Writing Winning Proposals Training Negotiating / Closing Buiding Rapport Building Rapport Discovering Needs Retail Sales Training Sales Training Overcoming Objections Overcoming Objections Sales Training Servicing Client Customer Service Fish! 2015 Leading Dimensions Consulting, LLC Page 19 of 20
22 Additional Insights from other recommended reports For further leadership insights and coaching resources please ask your consultant for: Sales profile Report eiq together with the Personal Style Report And the Leading Dimensions Profile overview Contact Information Recruitment Assessment Warren Bresler 24 Talman Grove Stanmore HA7 4UQ, UK assessment.co.uk assessment.co.uk/ 2015 Leading Dimensions Consulting, LLC Page 20 of 20
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