Get to Great News from Mentor Group

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.

Achieving Sales Team Effectiveness in 2010 and beyond...

Do you need your sales team to consistently and effectively achieve its forecasted number?

The challenge is identifying the things that must change to achieve this in a market where price is often the deciding factor; value is hard to define and sell, and the competition become more aggressive by the day.

Mentor has worked with sales teams, large and small, for nearly 20 years, helping them address these challenges and achieve their number, using Get to Great™ Sales Team Effectiveness.

Our unique approach is designed to drive a step change in performance, behaviour and results using facilitated assessment to identify gaps, followed by development that blends virtual and classroom learning with power sessions, observation, development centres or coaching.

How does it work?

The sales team attend a one day workshop, facilitated by experienced Mentor consultants, to:

1. Debate and achieve consensus on the 12 key questions above, collectively and individually
2. Develop action plans to close the high priority team capability gaps identified
3. Identify individual capability gaps for review offline, creating personal development plans.

These outputs define the content and delivery methods for the development programme, and serve to calibrate the ‘measures of success’ to ensure a return on investment.

 

Benefits and Outcomes

Participating clients can expect a sustainable step change in individual and team performance, mindset, behaviour and results in line with the agreed ‘measure of success’. Case studies to demonstrate clear ROI are available on request.