Mark Thurmond, Former SVP of WW Sales
During discovery, our project team gathers the insights needed about your company, organizational structure, products, industry, and buyers. How do those inputs impact your current sales talent strategy? How are your processes aligned with current human resource processes? How are you assessing teams now?
You play an integral role in ensuring that we gather the needed information from your internal players to ensure that your Command of the Talent program is customized to your organization and immediately usable by your sales managers and teams.
This step is where we work with you and your leadership teams to create the tools that will be rolled out to the entire organization. Our series of high-impact workshops pull together the knowledge
This stage is pivotal because it sets the stage for alignment. Our clients tell us repeatedly that these workshops are essential to getting everyone on the same page when it comes to how you are attracting, hiring, on-boarding and retaining top salespeople.
After the workshop phase, we integrate the developed content into our baseline Command of the Talent curriculum. We also identify and develop any new materials that are needed to support the actual training. We want to ensure that everything rolled-out to your teams has cross-functional alignment and is immediately put to use.
During this process, we also make sure that you are in full agreement with what we are presenting to your teams during delivery.
Delivery is when the program is launched to the sales organization based on the content that was created during the previous stages.
Our approach is based on state-of-the-art adult learning models. The majority of the instruction consists of role plays and practical exercises that leverage real-world selling scenarios. Pre-work is delivered via our Command Center engagement management system.
During the sustain phase, we ensure that the desired behaviors are adopted in the short-term and sustained in the long-term, resulting in the necessary ROI for the initiative.
Our methodology focuses on adoption from the start so immediately after training, your leadership teams, managers and reps understand the critical activities that need to take place to leverage Command of the Talent in their work environments. The Command Center, our engagement management system, provides online courses and reinforcement modules that drive consistent reinforcement of the methodology.