The newly joined VP of Sales was given an aggressive target to grow sales by 30% during the hiring process. The B2B industrial electronic communication systems market was a matured market with well established players and market perception.
VP of Sales had negotiated freedom to change his team members if needed, and had secured a budget to do a proper team assessment.
Comaea Consulting helped as a sparring partner to challenge the VP Sales in defining the market potential and opportunities thereto. Together with the VP a organizational mix was defined in direct sales and channel sales capabilities and cascaded down to the individual level competencies. The sales organization went through assessment process and Comaea Consultants advised on individual development plans in a one on one meeting. VP was advised on potential team development areas.
Assess present capabilities
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