COMPLETE BUSINESS DEVELOPMENT - The Complete Approach to Sales & Business Development
Complete Business Development is designed to formally educate sales and business development personnel over time, using an integrated system of assessment, design and skill development methods to increase awareness, promote strengths and overcome weaknesses. Complete Business Development emphasizes sales process as a means of directing positive, consistent and predictable behavior. It is based on proven best practices that have been shown to progressively advance individual skill, promote retention and anchor new strategies into daily routine.
Throughout the executive, management and staff levels of your business, Complete Business Development addresses individual and team issues, optimizing performance to promote successful behavior while always remaining sensitive to the stated objectives and goals of senior staff. Complete Business Development incorporates team building, effective communication practices and leadership at all levels as integral components of the process.
More importantly, Complete Business Development is directed as a single process from a single source.
Complete Business Development is executed in 5 phases …
ASSESS (PHASE 1)
Our assessment phase includes executive level interviews and staff level on-line assessments designed to provide the critical detail for evaluating your sales process, your use of best practices and the level of skill associated with your management and sales staff.
The fact-based data that we accumulate in our assessment process represents the single most important
collection of information about your company's sales organization. It is the functional baseline that provides
us with valuable insights on the strengths that contribute to your success and the weaknesses that detract
from it, both organizationally and individually.
ADVISE (PHASE 2)
The advice we deliver is based on the comprehensive data we accumulate in our assessment. Our fact-based findings are documented in a comprehensive overview that outlines the integrated best practices that define effective sales process, your current state of implementation, our recommendations for change and your path forward for meeting your desired objectives.
DESIGN (PHASE 3)
Our DESIGN phase includes the comprehensive design of a new sales system. It may also include a refinement of your existing sales process. It is the result of our recommendation for change and based on the integrated best practices we use to guide high performance sales behavior.
Our sales system also includes a staff skill development strategy and is crafted to address the specific needs of your
company and individuals and team that comprise it. Lastly, our design phase includes executive, management and
leadership effectiveness coaching as an integral part of the process.
DEVELOP (PHASE 4)
Our DEVELOP phase is a goal and time oriented course of action that consists of the following integrated
methods of learning. Each method is used to increase awareness, introduce new strategies and develop skill
by accommodating for the various levels of experience and learning styles of your staff.
RETAIN (PHASE 5)
Our RETAIN phase is the continuing education component of our program. It answers the question, “What
happens after the program end?”. An additional set of resources are made available to your staff to maintain
momentum and cohesive sales culture based on the first four critical phases of your program. We look to address
the ongoing challenges experienced by all levels of your staff by establishing mechanisms for reviewing successes,
failures, frustrations and lessons learned and reinforcing learned strategies for success.
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