Background

Most companies give good access to sales and product training for their sales people and account managers. There is often a wide gap between the sales performance of the very best and mid-range performers.

The top sales performers at many organisations are often the same people from year-to-year. Organisations tend to be good at ‘putting their arms around’ top performers, rewarding and recognising their performance. In comparison the middle majority can be somewhat neglected. Organisations may also pay a lot of attention, usually too much, to under-performers.

The Challenge

  • Many mid-range sales performers are comfortable. They are happy with their personal circumstances and performance levels. They’re not under-performing; they’re doing better than most. From their perspective why would they want to raise their game?
  • Rather than throwing valuable development budgets at everyone, if clients make a targeted investment, often the best return will come from an approach that develops the “top end” of these mid-range performers who do want to improve
  • Sales Mentoring is a targeted Morgan Clarke approach for realising the potential of that group
  • Results are often extraordinary with participants on Sales Mentoring initiatives often raising their sales performance by an average of over 20% in the first year

Morgan Clarke’s Approach

What we do:

  • Morgan Clarke designs the overall approach, project manages implementation of the assignment step-by-step, and based on our experience, we provide advice on how to proceed at each stage
  • We run ‘analysis meetings’ to provide the psychological assessment of mid-performers, usually nominated in the first instance by the client. We explore who is ‘up for’ development. We highlight the type of motivation people have. We’re looking for a genuine motivation to achieve, and can provide accurate assessments of who is ready for this development
  • We provide simple, cost effective education, training and support for senior managers showing them how to mentor the mid-range performers who are selected for the programme
  • ‘Peer referencing’ events for all the mentees supplement the mentoring sessions bringing ideas, tips and additional motivation

Contact us to find out how we can help you

What is Achieved

Clients report:

  • A positive shift in the dynamics of sales achievement within their sales teams
  • Building strength and depth in the high performer population
  • Instilling the principles of a ‘learning organisation’
  • Healthier competition amongst High Performers
  • Up-skilling the senior manager population
  • Clarity for the client about what activities and behaviours drive superior sales performance in their business
  • Gaining much deeper insights into Achievement Motivation

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And finally, often extraordinary improvements in field sales effectiveness. A typical payback for the client’s investment in a Sales Mentoring program can be in the order of 6:1 in Year 1 alone!

If you face a similar challenge please contact us + 44 (0) 1306 621600 or email us at [email protected]