"Surround yourself with the best people you can find, develop them well,
and let them do their jobs"
— Doug Smart

As sales consultants, we have many tools available to help you grow your sales. The Grow Your Sales System™ is a collection of assessments, tools, training, motivation, reinforcement, and measurement techniques. The System is put together one client at a time. You can use as much or as little as you want – perhaps a one day training course on how to communicate with difficult buyers; perhaps a long-range project to build a robust sales culture. Using a consultative approach, we will work with you to develop a project that meets your specific needs. The information below will give you information, ideas, and hopefully inspiration on how you can grow your sales.

You want results. We will work with you to take you from where you are to where you want to be. Every project is unique, of course, so it starts with a conversation. Let us know what you would like to accomplish in your selling organization and what is happening now. We will provide a proposal that is results-oriented, targeted, practical, as simple and hassle-free as possible, and reasonably priced.

So that you get lasting results, the 5 step consulting model used is: (1) Assess your situation, (2) develop a plan, (3) deliver on it, (4) reinforce (if training is involved) and (5) measure the results.

See a list of recent projects

Take the gamble out of hiring! The best method is the revolutionary new TriMetrix™ System Job Benchmarking. It is easy and cost-effective to implement, yet it can transform the way you hire and promote. With it, key people who are intimately familiar with a job answer a series of three scientifically developed surveys (Dr. Robert S. Hartman was nominated for a Nobel Prize for developing the science behind this assessment instrument). The results are a crystal clear report of what the job requires in regards to talents, motivations, and behavior. You will see your job from the inside out, including identification of the top 23 attributes (out of 80 attributes measured), 6 motivators, and 8 behavioral traits. For the next step, each key candidate for the job – both internal and external – completes a corresponding Talent Report. After that, you make comparisons to find the best fit.

We also provide other selection assessments, such as the new Job Insights™, Talent Insights™,and Interviewing Insights™ for Sales, and the Sales Strategy Index. Also, if you are already in the habit of using the old DISC personality test, you can easily upgrade to the more sophisticated Success Insights™ for Sales Professionals. We will be happy to show you the differences between the various assessments.

Properly managing an organization’s sales talent can be a key competitive advantage in today’s competitive marketplace. It will lead to higher productivity, job satisfaction, increased morale and decreased turnover. All of these factors can contribute to a healthy increase in your company’s return on investment.

The Attribute Index™- Sales Management Version is designed to help sales managers attain a greater knowledge of themselves, identify natural talents, and pinpoint areas for improvement that can lead to big results. This report quantifies 80 different attributes, including the 7 attributes necessary for success in all sales management environments. These 7 are:

• Developing others
• Handling stress
• Monitoring others
• Project and goal focus
• Quality orientation
• Systems judgment
• Understanding emotional needs

Sample: AI – Sales Management Version

In addition to the Attribute Index™- Sales Management Version, managers incorporate the Personal Interest, Attitudes & Values (PIAV) Assessment in their personal development. . The PIAV report provides information on the "why" of a person's actions. Once you know the interests, attitudes, and values that drive your actions, you will immediately be able to understand why you perform the job you have and what has created your success. You will also see what causes any lingering frustrations and what it could take to get you past a slump or through conflict.

Sample: Personal Interest, Attitudes & Values (PIAV) Assessment

The Success Insights – Management - Staff Version will identify your behavioral style, both natural and adapted. It is based on the popular DISC profiles, though it is much more in-depth. Besides helping you understand yourself, it will give you insight into the behavior of others, including salespeople, customers, and other people you interact with regularly. The ability to interact effectively with people may be the difference between success and failure in both our work and personal life. Effective interaction starts with an accurate perception of oneself.

Sample: Success Insights – Management - Staff Version

Identifying a sales person’s knowledge of the sales process is also key to the development process. The Sales Strategy Index™ report measures: can they sell, do they understand the sales process, and are they treating each sales situation the way top sales performers do? This measures knowledge of sales skills, insight necessary for successful sales management. This tool is also effective for identifying areas where training can be established to help the individual advance his or her knowledge base.

Sample: Sales Strategy Index Report

Using the Success Insights – Sales Version, we offer an interactive process for sales professionals to discover their natural talents and how to overcome potential roadblocks for success. Every individual has a unique selling style. The interactive process allows the individual to focus on and develop their strengths, while identifying potential weaknesses through a self-development plan. Immediately, sales professionals can complete the process and start implementation for success.

In order to adapt to a customer’s needs, a salesperson must first understand his or her own selling style. Which selling techniques come naturally, and which ones are challenging? How does he or she naturally tend to handle objections, make decisions, pay attention to details, and how fast does he or she move through a presentation? If a customer does not handle these items in the same manner, a communication breakdown is likely to occur. To avoid the breakdown, the salesperson will want to choose a different selling technique.

Sample: Success Insights – Sales Version

In addition to the Success Insights – Sales Version, we use the Personal Interest, Attitudes & Values (PIAV) Assessment. The PIAV report provides information on the why of your actions. Combined with application and coaching, this one-of-a-kind insight can tremendously impact your enjoyment of life. Once you know the attitudes that drive your actions, you will immediately be able to understand the causes of stress and conflict. You will see where you “fit in” and where you can excel. You will understand and appreciate your relationships as you recognize the attitudes of other people. You will see how their attitudes might interact with your own.

Sample: Personal Interest, Attitudes & Values (PIAV) Assessment

Identifying a sales person’s knowledge of the sales process is also key in sales skills development. The Sales Strategy Index™ report measures: can they sell, do they understand the sales process, and are they treating each sales situation the way top sales performers do?

The assessment looks at six areas of the sales process:

• Prospecting
• First Impressions
• Qualifying
• Demonstration
• Influence
• Closing

Once the results are received, sales skills development can be tailored to the different needs of each sales person.

Sample: Sales Strategy Index

When sales people understand themselves and their prospects, communication becomes more effective. Therefore, sales productivity and performance increase.

Sales professionals are goal oriented and results driven. Through sales coaching and the use of assessments, individuals learn how to satisfy their natural motivators and to behaviorally adapt their sales style to target the communication needs of their customers. As a result, sales will increase and job satisfaction rises.

The Success Insights - Sales report is designed to help sales people attain a greater knowledge of themselves as well as others. The ability to interact effectively with people may be the difference between success and failure in our work and personal life. Effective interaction starts with an accurate perception of oneself. The Success Insights - Sales report quantifies information on how we see ourselves and presents this self-perception in a detailed computer report.

Sample: Success Insights – Sales Version

Results and Benefits of the Success Insights - Sales Report

• Helps spot winners and establish a reliable method of choosing sales people.
• Evaluates the performance of both new and existing sales people.
• Shows the sales manager how to get the most out of the sales team.
• Provides coaching for the sales team for maximum results.
• Helps select the salesperson who best fits the present needs of the company.
• Assists in bringing salespersons out of sales slumps and back on a winning track

In addition to the Success Insights - Sales report, sales coaches incorporate the Personal Interest, Attitudes & Values (PIAV) Assessment. The PIAV report provides information on the why of your actions. Combined with application and coaching, this one-of-a-kind insight can tremendously impact your enjoyment of life. Once you know the attitudes that drive your actions, you will immediately be able to understand the causes of stress and conflict. You will see where you “fit in” and where you can excel. You will understand and appreciate your relationships as you recognize the attitudes of other people. You will see how their attitudes might interact with your own.

Sample: Personal Interest, Attitudes & Values (PIAV) Assessment

Results and Benefits of the PIAV

• Know the why of your actions. Make career choices that will increase your job satisfaction.
• Understand the causes of conflict.
• Develop an increased appreciation for the uniqueness of others.
• Appreciate the viewpoint of others who see life differently.
• Increase your "valuing" of life.
• Increase your satisfaction and fulfillment in life.

Identifying a sales person's knowledge of the sales process is also key in coaching them to higher level of success. The Sales Strategy Index™ report measures: can they sell, do they understand the sales process, and are they treating each sales situation the way top sales performers do?

The assessment looks at six areas of the sales process:

• Prospecting
• First Impressions
• Qualifying
• Demonstration
• Influence
• Closing

Once the results are received, coaching and managing can be tailored to the different needs of each sales person.

Sample: Sales Strategy Index Report

When sales people understand themselves and the people they sell to, communication becomes more effective. Therefore, sales productivity and performance increase.

Managing time and priorities can greatly impact a salesperson’s productivity. Every individual has a natural way of managing or not managing his or her time. The TTI report, Time P.L.U.S.™ (Plan, Learn, Use and Succeed), offers solutions for time management based on the individual's natural behavioral style. This opens up an opportunity for the individual to develop a new approach to organizing, monitoring and managing his or her time.

Time P.L.U.S. identifies time wasters that impact individual productivity, their possible causes and offers solutions for correcting or eliminating them.

Time P.L.U.S. includes personalized information on:

• General Characteristics
• Time Wasters
• Checklist for Communicating
• Don'ts on Communicating
• Perceptions
• Descriptors
• Interactive Flexibility
• Action Plan

Sample: Time P.L.U.S. Report

Meaningful change does not happen after one training event or reading of an assessment. Repetition creates lasting change. Research in adult learning has concluded that we learn best when the message is repeated and reinforced over an extended period. That is human nature – and certainly the nature of those of us in sales! As we try new ways of thinking, make adjustments, and develop new behavior patterns, our brains have a chance to develop new neural pathways.

Working with you, we can design short, intermediate, and long-range plans that, based on what you want to accomplish, can include a number of options. The purpose is to drill down until positive changes become the norm. Some of these options might include:

• A series of monthly “tele-seminars” just for your team
• Coaching calls
• A weekly audio, email, or print newsletter
• Regularly scheduled training on-site
• Custom created pamphlets, books, or CDs
• Rx CD learning library
• Train the trainer programs so your staff can teach others
• Video learning
• “Boot camp” learning experience
• Guest lecturers

And more!

The old saying goes, "what gets measured gets done." We can work with you to develop metrics for measuring sales activities and sales results, which can dramatically reduce wasted time, money, and energy while dramatically increasing profitable results.

Measurement is extremely important in every sales field. Sales professionals have to keep on the cutting edge of professional development. In order to stay ahead of the competition, a sales professional has to develop in-depth product knowledge, know the competition, understand industry trends and continually assess the potential of the sales region. These are all measurable.

Additionally, to be personally effective the sales professional also has to stay current with sales techniques, new approaches to presentation styles, and what makes different types of people want to buy. By using assessments, we can measure growth of cognitive skills and development of understanding.

Measurement will encourage people to stay focused on implementing improvements. And the measurement may reveal new opportunities for you to grow your sales.

In particular, measuring a salesperson’s knowledge of the sales process is a key in sales skills development. The Sales Strategy Index™ report measures: can they sell, do they understand the sales process, and are they treating each sales situation the way top sales performers do?

The assessment looks at six areas of the sales process:

• Prospecting
• First Impressions
• Qualifying
• Demonstration
• Influence
• Closing

By employing the Sales Strategy Index both before and after you can get a reading on the growth of knowledge of each salesperson. If needed, targeted sales skill training can help fill any gaps in an individual’s or your team’s productivity.

Sample: Sales Strategy Index