1. Sales talent management
Presenter's Name
Sales talent management
UPDATED 30 AUGUST 2018
Project support overview

2. We’ll help you tackle your critical challenges
Sample projects
Typical questions your peers seek to answer
Design a formalized coaching program
What are the key characteristics of an effective coaching program?
How do we sustain coaching and prevent managers from reverting to old behaviors?
Design and deliver high value training
What are the most important skills and behaviors to focus sales training on?
How do we get sellers to consistently apply skills learned in the classroom in the field?
Develop a competency model
What are examples of effective and ineffective seller behaviors?
How can we use a sales competency model to improve performance?
Develop seller into managers
How do I determine which of our sellers would make effective sales managers?
What do effective sales manager competencies look like and how do I deploy them?

3. Tailored expertise and resources deliver impact in the areas crucial to your success
Benchmark your talent management strategy
Upgrade your talent management effectiveness
Stay ahead of the latest developments
How does my skill development and enablement strategy stack up?
How do we ensure our skill development strategy helps our sellers succeed?
How do I keep our skill development and enablement strategy moving forward?
Diagnose your managers’ abilities across a range of critical skills with the Frontline Sales Leadership Diagnostic
See how FedEx focuses sales manager’s efforts to where they drive the most results with a case study
Benchmark your L&D function’s ability to deliver high-value training with our Sales Learning and Development Benchmark
Learn about the critical competencies of high- performing frontline sellers as well as account managers in our white paper
Compare your function to peers’ using the Sales Enablement Benchmark
Select high-performing sales manager candidates with the manager competency framework
Understand what sales technologies are available and how they can aid your strategy with this vendor guide
Create a curriculum that helps sellers build strong negotiation skills with the Negotiation Skills Starter Kit.
Help train managers on how to innovate around stalled deals with the ideation toolkit
Support skill-level coaching interactions with the Challenger Coaching Guide
Improve collaboration between sellers and specialists to increase sales effectiveness using this white paper
Evaluate and reduce the complexity of your current enablement support ecosystem with guidance from this case study
Establish a coaching accreditation program to group managers by demonstrated coaching proficiency using our white paper
Improve sales managers’ approach to pipeline management and forecasting using Gartner Expert Research

4. Your first 90 days as a client
Illustrative
Month 1
Month 2
Month 3
Written research
Diagnose your managers’ abilities across a range of critical skills using the Frontline Sales Leadership Diagnostic
Ensure your managers have the skills necessary to succeed with the sales manager competency framework
See how FedEx helps sales manager’s reinforce the most critical skills with this case study
Arm your sales managers to improve critical seller behaviors that drive commercial success with tools from GrowthPaths
Improve sales managers’ approach to pipeline management and forecasting with Gartner Expert Research
Establish a coaching accreditation program to group managers by demonstrated coaching proficiency using our white paper
Service associate support
Discuss your challenges with your service associate and align key resources.
Discuss deployment of the Learning and Development Benchmark
Review progress with your service associate and create a forward engagement plan.
Review progress to ensure continued delivery of the right resources at the right time.
Expert inquiries
Discussion: What can we do to help our sellers apply in the field what they learn in the classroom?
Discussion: What sales skills are more important today than they were five years ago?
Discussion: How can we design a training curriculum that complements manager coaching efforts?
Diagnostic Results Review: Which of our managers are struggling to coach effectively and how can we help them?
Workshop Follow-up: What are you planning to change based on the Developing Managers workshop and how can we support the transition?
Live events
Annual Executive Retreat: Selling in the World of Digital Buying
Workshop: Developing Managers for the Insight Selling Era

5. We cover a range of key sales and technology initiatives to equip you for success
Your service will be designed to help you deliver the underlying projects and initiatives that are crucial for addressing your biggest sales challenges.
Account Management and Growth
New Customer Acquisition
Sales Operations
Sales Effectiveness and Enablement
Sales Strategy and Go-to-Market Design
Sales Talent Management

6. Deliver on your critical sales priorities
We’re ready to help you excel against your critical sales challenges. Get in touch to discuss how we can fast-track your success.