Foundation

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Talent Assessment

Before taking any action let’s take a moment to appreciate your company’s field force.

 

Wirthy provides one-on-one structured interviews to generate a snapshot of the team’s practices, talent level and goals. When an outsider asks the same questions to every member of your team, patterns quickly emerge. The message may be painful but making the necessary changes with the existing team is the most economical and quickest way to enact change.

 

Research reveals that careful talent assessment results in significant productivity increases, cost savings and decreased attrition.

Sample previous consulting Talent Assessment findings

  • Associates explain that they don’t want their jobs
  • Identify defection areas with associates actively interviewing
  • Professionals working multiple and competing jobs
  • Pinpointing the impact from the lack of training
  • Name managers who are leading by the CRM rather than discussions or in-person meetings

Sample previous consulting Talent Assessment findings

  • Associates explain that they don’t want their jobs
  • Identify defection areas with associates actively interviewing
  • Professionals working multiple and competing jobs
  • Pinpointing the impact from the lack of training
  • Name managers who are leading by the CRM rather than discussions or in-person meetings

Leadership Development

Most sales managers don’t attend sales management training courses or consistently read books on leadership. Without proper guidance, sales managers may remain frozen in their existing patterns.

 

Applying lessons from the Stephen Stagner Sales Excellent Institute certification, Wirthy provides customized development to improve sales management results. Sample methods include the 4 keys to coaching, effective meetings and focusing on Genchi Genbutsu (‘go look, go see’).

 

Wirthy silently attends manager meetings to share development insights to expand effectiveness in the moment. Through one-on-one meetings, the sales manager helps determine development needs including establishing proper expectations and building associate accountability.

 

Companies that invest in Sales Manager training outperform their sales goals. Investments at the top have a positive, company-wide impact.

All salespeople spend time with their managers. How they spend their time together differs. Top-performing salespeople are more likely (33% to 26%) to spend time with their managers in training. They are also more likely to receive training from outside sales experts by a margin of 46% to 38%. The embrace of training makes sense in an effort to keep pace in a fast-changing world.

‘LinkedIn State of Sales Report 2020’

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All salespeople spend time with their managers. How they spend their time together differs. Top-performing salespeople are more likely (33% to 26%) to spend time with their managers in training. They are also more likely to receive training from outside sales experts by a margin of 46% to 38%. The embrace of training makes sense in an effort to keep pace in a fast-changing world.

‘LinkedIn State of Sales Report 2020’

Team Development

Team activities can help build camaraderie and enhance best-practice sharing. Starting at the foundational level, Wirthy advances to more complex projects.

 

The adult learner learns by doing. All sessions are and interactive show and watch session with active participant involvement. This ‘learn by doing’ methodology ensures long-term practice.

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Sample previous consulting Team Development activities

  • CRM 101, linking Outlook to Salesforce, mass updating account ownership, CRM mass communication distribution, merging accounts, remedying duplicate contacts, creating mass opportunities, etc.
  • Effective Contact Report writing
  • Understanding the Client
  • Offers that Work
  • Selling with Features – Function – Benefits (FFBs)
  • Team and individual video role plays
  • Social Prospecting via LinkedIn Sponsored Ads and Sponsored InMail
  • Social Selling via LinkedIn and Sales Navigator
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