REVAMPING SALES FORCE COMPETENCIES

The Challenge

After evaluating its sales force's performance in a high-demand market with a changing competitive landscape, our client's management identified a need to equip its representatives with a new set of selling competencies. To ensure future success, the initiative must:

HealthAnswers Solution

Healthanswers developed a fully integrated Competency Model targeting the specific knowledge areas, skills, and behaviors that have the greatest positive impact on the clients current and future sales performance. This included:

HealthAnswers also performed a curriculum audit of the organizations training programs and provided strategic recommendations and a curriculum map to ensure all educational programs align with new competancies

The Results

The user-friendly Competency Model was introduced at the client's national sales meeting, along with:

The competency model has recently been integrated with the client's field coaching tools and continues to be an integral part of future corporate-wide training initiatives.

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