Mentor offers a number of Get to Great™ sales benchmarking models as
the basis of one-day, facilitated workshops that ask the question ‘Where are
you now, where do you want to be, and by when?’:
1. Sales Readiness addresses the ‘fundamentals’ of the sales organisation; its strategy, market alignment, competitive position, systems, processes and people. Implementing the actions agreed to close any gaps identified will deliver significant improvement in all these areas, resulting in improved sales performance and a reduced cost of sale, on an ongoing basis. It is targeted at sales leadership and / or senior sales team members.
2. Sales Team Effectiveness addresses the ‘application’ of sales readiness by the
sales team, individually and collectively, focusing on mindset, attitude,
behaviour, capability and accountability. Implementing the actions agreed to
close any gaps identified will deliver a step change in all these areas, resulting
in a sustainable improvement in sales team performance and morale. It is targeted
at sales teams in the broadest sense.
How does the Get to Great™ process work?
The nominated participants attend a one day workshop, facilitated by experienced Mentor consultants, to:
- Debate and achieve consensus on the key questions from the chosen model
- Develop action plans and agree owners and timescales to close the high priority gaps
- Identify individual capability gaps for review offline, creating personal development plans.
The outputs define the development programme, the delivery method, and the ‘measures of success’ to ensure a sustainable return on investment. When the action plans and development programme have been successfully completed, the workshop process is repeated to recalibrate the scores and any remaining gaps.
Try Get to Great™ for yourselves
We find that potential customers want to experience Get to Great™ first hand before committing, so we offer a 90 minute in-house taster against two elements of the model of your choice.
