Le Vendeur Navigator (Salesperson Navigator: Effectiveness Insights 360™)
A salesperson’s skills are a critical factor in an organisation’s ability to compete, win, and prosper in complex times. Measuring those skills, through the eyes of customers, gives feedback to the salesperson that cannot be ignored. This feedback directs the salesperson to concentrate on the areas that need the most development and use his or her most important asset wisely—time. It guides the development investment for optimum effectiveness and supports an environment where learning to provide value is an essential part of the job.
Salesperson Navigator: Effectiveness Insights 360™ diagnoses where your salespeople are in terms of the Consultant/Strategist Model’s four roles.
Today, selling requires more than personal effectiveness or technical effectiveness (product knowledge). Salespeople need to become valued consultants for the client organisation to add value during the sales process. They also need to keep a strategic view to ensure they make profitable sales.
This 360-degree feedback assessment measures behaviours from the Consultant/Strategist model to show strengths and weaknesses so your salespeople know what areas need to be developed further to increase their success.
Outcomes
Salesperson Navigator: Effectiveness Insights 360 is a diagnostic feedback instrument designed to help improve your salesforce’s ability to win and meet revenue goals. It adds value for salespeople by powerfully highlighting what they need to develop. It adds value for the sales organisation by showing where development investment should focus.
Approach
Salesperson Navigator: Effectiveness Insights 360 provides high flexibility, from configuration and customisation through data collection, feedback, planning, and beyond. Implementations start with an optional Kick-Off Meeting to set expectations, gain alignment, and set up schedules. The process of collecting feedback is completely online, and the Development Planning Session itself can be face-to-face or a webcast.
The Organisational Results Planning Session shows trends to help you prioritise your development investment in your salesforce.
Wilson Learning has a very flexible capacity for instruments like Salesperson Navigator: Effectiveness Insights 360, customising and delivering more than 400,000 reports in less than one year.
Continuing Development
Salespeople and their managers plan and prioritise continuing development as part of the feedback process.
Wilson Learning can support further development in the form of appropriate sales training programmes for group needs or coaching to meet individual needs.
Organisational Reporting
Results are combined in one or more organisational reports to show the actual patterns of strengths and development needs within the salesforce.
As part of our standard service, we present these results in a webcast briefing to senior leaders, as described above. Many organisations use this report as a needs analysis to target their development resources where they are most needed. Optionally, reports can be generated for various subgroups of the whole organisation to get an accurate reading of the specific development needs by segment of your salesforce (such as the needs of strategic account managers versus the needs of small/medium business sales).
This programme, like all other offerings from Wilson Learning, can be customised to reflect your sales environment and business priorities and can be integrated with your existing processes.
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