Sales Force Alignment

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It is common to find misalignment between the WorkStyles of sales personnel and the requirements of their work.  With this reality, the WSP™ empowers sales executives to take their game to the next level by allowing them to…

• Demystify under-performance in a rapid, non-judgmental and accurate way

• Profile high-performance by studying their most successful salespeople, sales support people and sales managers 

• Reorganize work to fully optimize employee contributions 

• Retain valuable employees and their intellectual capital

The WorkStyle Patterns® Process is easy and quick to administer.  Leaders and employees always enjoy the experience because it gets them closer to a mutual understanding of what it will take for all parties to be engaged and successful. 

1. Years of working with sales organizations has disclosed a staggering truth that most sales leaders fail to recognize or act upon. 

SALESPEOPLE ARE ONLY AS GOOD AS THEIR SALES SUPPORT 

Often we see sales leaders make two fatal mistakes:

1. Refuse to acknowledge salespeople's complaints about the time they spend engaging in non-revenue producing activities (i.e., scheduling, project management & administrative work).
2. Refuse to dedicate adequate sales support resources

Fortunately, sales executives quickly change their thinking when they use the WSP™ to assess the alignment and misalignment between how their sales and sales support people are actually working vs. the way they should be working.    

Instantly, sales executives see what is happening and are motivated to change this reality, paving the road to a much brighter future for all.

The most difficult and under-performed role is that of the front-line sales manager. 

With constant pressure from executive leadership to accurately forecast and drive results, coupled with a job description that can't possibly be executed by one person, it's a wonder we have any sales managers left at all!

Add to this, many times sales managers are promoted from the ranks of high performing salespeople, which is not the best talent pool for identifying successful sales managers.

By using the WSP™ as a hiring and selection tool, sales leaders can now identify individuals who have the highest likelihood of success in front-line sales management.  

And, when the  WSP™ is used as a human data analytics tool to discover exactly where individual and organizational stress exists, and the impact that stress has on employees and the business, decisions to change the status quo become the easiest decision leaders will make.