Managing for Peak Performance
Research is clear that developmental coaching of core performers pays big huge dividends. The learning process continues long after the training and we will equip your managers to develop peak performance.
Coaching the Value Assessment Methodology
Coaching the Value Assessment Methodology is a coaching course designed specifically for our Selling Business Outcomes program. Managers learn to apply developmental coaching techniques that encourage the application of the process.
Value Assessment Drivers
In addition to helping your managers coach the value assessment process, we help you develop other key skills or competencies that are essential for successful execution. We use world class talent analytics from GrowthPlay to understand your team’s individual and group strengths and weaknesses for executing value assessment. This enables you to anticipate variability in execution.
A powerful combination: We provide detailed analysis of each person’s potential to perform 11 key skills that drive successful application of value assessment plus he “Manager’s Guide for Value Assessment Development” that details developmental insights for each skill.
- Maximizes Results by Satisfying Multiple Buyers within an Account
Maximizes Results by Providing Solutions that Fit Customer Needs
Ability to Learn the Business
Qualifies Prospects with Thorough Needs Analysis
Answers Objections by Logically Removing Obstacles
Closes Through Logical Incremental Steps
Identifying Customer Needs
Develops Relevant Product Knowledge Specific to Customer Needs
Teaches One-On-One/Delivers Added Value to Customers
Makes Persuasive Presentations
Role-Specific Predictive Competency Profiles
Our talent analytics also help you understand competencies that statistically differentiate your top performers from the bottom. We provide detailed competency analysis and coaching tools:
- Insight to each person’s strengths and weakness
- Description of the behaviors to develop and the behaviors that indicate a problem
- A 10-point evaluation of a person’s work motivations and how to leverage them to encourage peak performance
- A detailed coaching guide for your specific sales roles
- Comprehensive management training on how to interpret results and use in developmental situations