Achieving sustainable change in your sales performance

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:

1. Debate and achieve consensus on the key questions from the chosen model
2. Develop action plans and agree owners and timescales to close the high priority gaps
3. 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.

Comments

[Lee Hendricks]

Great model. I've seen a few, but this one's really good. Most models I've seen focus on the 'conversation to close elements' of the sales process. The reason this model stands out is because it connects target marketing to prospecting to closing the order. A really elegant end-to-end selling process. Neat and extremely acutely observed. A great selling tool.

[Sue Mayhew]

I like the way that the 2 models work together. All too often, the top level create an ideal architecture for sales without translating it into day to day execution. Just like the mission statement hanging on the wall, people pass it in the corridor every day but no-one follows it through.
Here, the first model defines a robust structure that draws all the functions impacting on sales together. The second explores how people need to work within that structure for it to work effectively as well as the type of developmental support needed to improve their personal performance. So we have all the elements of mission, strategy and a clear message that "this means you".