Business development capability self-assessment and report


You no doubt know that improving sales or business development capabilities does not work with a "one size fits all" approach.

Know which buttons to push

The chances that each person in your team faces the same mindset, skillset and knowledge-based challenges as each other is extremely unlikely. And yet sales training organisations continue to sell off the shelf solutions, and businesses still tend to buy them. Why? My guess is that they're easy to buy. Unfortunately, it's not so easy to see lasting results.

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Since we all come from different backgrounds, levels of experience, and have unique talents, strengths, and weaknesses, what limits us from shifting our behaviours up a few gears requires different levels of attention on different parts of our approach. One person may need to work on their rapport to build more trust and connect better with prospective clients (which might make the biggest short-term impact on their sales results) whilst another person may excel at rapport but struggle to challenge clients and earn their respect.

This online self-assessment takes 15 minutes for individuals to complete a series of questions, and on completion, they receive by email a personalised PDF report telling them which sales/business development capabilities they tend to be stronger at, and which ones most likely hold them back from making a significant difference. Optionally, their manager or team leader can also receive a copy for discussion with each individual.

Get results faster by defining a targetted learning plan from the outset

This low-cost approach helps you get things right from the outset, preventing you from wasting your training investment as well as wasting your team's time and effort attending a one size fits all programme. The output is that each team member knows what to learn next, and in what order. This enhances their approach to self-directing their learning and you can improve the efficiency of team learning by helping the whole team understand where people are strong (so that they may become a 'model' for those capabilities, or even be able to help their own team learn the capabilities over internal bite-sized development sessions).

What's in the report?

The report also walks you through which capabilities matter the most (e.g. "belief in cause" - a belief in what they are selling, or what their organisation does or stands for is an often overlooked area of mindset that directly impacts BD performance and drive.)

The report doesn't claim to provide an objective measure of where your team are at (some out there do claim this, but in our experience, the perceived credibility of such reports by professional service or technically minded consultants is dubious and consequently reduces the overall impact of the tool. In this particular tool, it is made clear that the results are subjective and provide a reflection of how the individual is thinking about sales at the time, and the potential impact of this on their behaviour moving ahead. It is more about exposing potential costly blind spots, and it encourages individuals to reflect on the findings relative to their known experiences.

A strong development discussion document

When positioned like this, consultants and technical sales people tend to be open and willing to embrace and discuss the findings. And a follow up one to one discussion on the report findings significantly increases the value of the tool. Specifically to help the individual determine the top priority areas to start developing. This creates a highly focused, targeted and measured approach to development, which accelerates the learning process and delivers faster results.

How to purchase the report

The report is available to buy for teams and we strongly recommend that it forms a part of a coaching, learning or training programme.

It won't be necessary for all teams, so contact me if you would like to discuss how the report may help your non-sales, technical, or professional service team.