Assessing Present Capabilties
Sales team assessment for meeting target pushed up by 30%
How we supported in the selection of the right team to achieve aggressive sales target
During the induction process, the newly recruited VP of Sales of our client company was given an aggressive target to grow sales by 30%. The backdrop was a B2B industrial electronics market, which was a matured market with well established players having higher market penetration.
The new VP of Sales had negotiated freedom to restructure his team and had secured a budget to do a proper team assessment. Before long, he solicited the support of Comaea Consulting for the new sales team assessment and selection.
We helped as a sparring partner to challenge the VP of Sales in defining the market potential and opportunities thereto. Together with the VP, we defined an organisational mix in direct sales and channel sales capabilities and cascaded it down to the individual level competencies. We took the sales team through a rigorous assessment process and advised each of them on individual development plans through one on one meetings. The VP too was advised on potential team development areas. The newly restructured team then took on the role and by the turn of the year contributed to reach the aggressive sales target.
By the turn of the year, the sales figure powered-up and the new team succeeded in hitting the target.
SERVICE CASE STUDIES
Define the Needed Capabilties
Assess present capabilities
Develop the key people
Attract the right talent
Retain the right people
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