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Sales Force Upgrade Program

lattery Sales Group helps you determine if a sales force upgrade is required in order to execute your business development plan. From assessing your current sales force, screening candidates to identify who can and will sell in your specific environment, to providing your sales force with the messaging and a process for repeatable success, this program includes:


	Identify. Profile specific aspects of the ideal sale by defining the critical success variables needed to close business in your market, the output of which becomes the standard to which all candidates will be measured.

	Search. Define key areas and processes while maintaining a specific ad format, allowing candidates to quickly recognize their strengths in the ad’s description.
	Screen. Objectively screen candidates to identify the most talented who fit your position. Only those who pass the sales skills screen, which provides a clear, yes/no hiring recommendation, will complete an additional screen that provides insight into behaviors, cognition and motivation.
	Qualify. The 10-minute telephone screening uses techniques that weed through all of the candidates and simulate the sales process. The indirect pressure placed on the applicant verifies the selling skills they currently possess.
	Appraise. Compare each candidate’s strengths, weaknesses, style and resumé experience to your requirements, and provide insight into how certain weakness/style combinations affect specific sales situations.
	Interview. Structure the initial face-to-face interview to include skill-based inquiries, behavioral style questions, and sales qualifying scenarios that yield a complete picture of the candidate’s current abilities.
	Select. Create a development plan for the selected candidate that locates blind spots between their style and the manager’s style, including communication style, reward structure and motivation preference.

A great sales force needs a great business development program with value differentiation to defend margins. How do you know if your value differentiation is right for your market?
Learn more about Slattery Sales Group's Business Development Program.