Sales Force Modelling

1. Identify the current reality/capability

• Why is there a need for change?
• What is the organisation's new vision/strategy?
• What is currently not working?
• What is the current sales environment?
• What are the competitor trends?

2. Identify the desired state

• What do you want your sales staff to look like?
• What competencies do you want to foster in your organisation?
• What competencies are aligned with your culture?
• How does the sales team/culture need to change to fit in with the competitor market?

Steps 1 & 2 can be assessed via the following techniques:

• Assessing organisational documents
• Customer feedback
• On-the-job observation
• Assessing individuals

3. Gap analysis

• What is the gap between the current reality and the desired reality?
• Analyse the findings
• How does the gap influence the changes that need to take place?

4. Map Competency Profile

5. Use Competency Profile as basis for deliverables

• Recruitment Framework & Tools
• L&D Needs Analysis and Training
• Performance Management
• Coaching Framework
• Succession Planning

6. Implement

• Role out interventions as required, based upon
• deliverables and organisational need