In the Identify Phase we focus on assessing your business and performance needs to determine desired performance:

• identifying your business goals and KPIs
• identifying your business need or problem that calls for sales training
• identifying gaps between actual and desired performance of your sales force
• identifying the causes for performance discrepancy
• recommend strategies to close the performance gap

Our engagement always starts with the assessment of your:

1. payoff needs – what is your ROI objective for this training initiative
2. specific business needs – where are you currently and where you should be
3. performance needs – we conduct a series of conversations with your sales executives, stakeholders, and top performers on your team to identify performance gaps and the causes for performance discrepancy
4. organizational and individual capability needs – internal work processes, information, and incentives, plus the skills, knowledge, and motivation required of salespeople if they are to perform successfully
5. preference needs – how valuable and applicable the training solution will be in their work situation