The Challenge

Lack of visibility into the ideal profile of team member needed to take the organisation forward to the next revenue milestone and the underlying behaviours that will drive predictable results.

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The solution

An objective, benchmark diagnostic of the current capabilities of sales managers across the SIMS business to define a target ‘Territory Manager profile’.

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The result

A Territory Manager competency blueprint that has already helped inform 3 new hires into the team. Each team member now has a tailored development plan in place to help drive the right behaviours, in turn supporting forecast accuracy and team productivity to hit the revenue targets.