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Sales Navigator
Sales organizations must develop new approaches in order to achieve and maintain a competitive position today. Experience indicates that the historical sources of competitive advantage - price, product features, technology, and brand - have become increasingly difficult to sustain or protect.
However, the agility and competence of a sales organization can provide differentiation in the crowded marketplace. Organizations must draw upon the ability of each individual salesperson to be a source of advantage for the customer and the organization.
To achieve this level of differentiation, the salesperson's role must evolve to that of a strategic business consultant. Rising customer demands and a rapidly changing global business environment require new performance capabilities to drive competitiveness and create lasting sales success.
For more than 35 years, Wilson Learning has helped organizations throughout the world develop competency models that drive sales performance. The Sales Navigator survey tools apply the expertise gained from these experiences to measure a salesperson's ability to develop sales superiority as well as sales management's ability to effectively support the sales process.
Program Overview
By systematically linking measurement to developmental planning, organizations can move quickly from information to results and vastly improve the effectiveness of their salesforce.
Program Details
The Sales Navigator system provides multi-rater or 360° feedback survey tools to measure individual sales performance, as well as corresponding tools to measure sales leadership performance. Sales Navigator for Salespeople consists of 34 components with performance-anchored rating scales grouped into 12 competencies. Sales Navigator for Sales Managers offers 35 leadership components, grouped into 8 competencies. All aspects of the Sales Navigator are flexible and can be tailored to meet your organization's needs, with multiple options for every step in the measurement process. Wilson Learning has developed several variations of questionnaires for different populations, including coworkers, executives, and customers; and convenient ways to collect the data, including online surveys and traditional paper-and-pencil versions.
Outcomes
Wilson Learning focuses your salesforce on the competencies needed to produce sales success.
Wilson Learning helps your organization position and communicate the Sales Navigator offering, a key step in launching your developmental change initiative.
Wilson Learning works with your organization to identify strengths, vulnerabilities, and critical competencies; then uses advanced technologies to select and develop the right competencies.
Wilson Learning ensures the right information is provided to the right people in a way that produces results, and links development to your business strategy.
Wilson Learning provides feedback to participants, along with developmental recommendations that can incorporate your organization's internal employee development offerings or new development efforts.
Measurement and Management
Wilson Learning can help make plans for tracking progress and determining return on investment.
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