Next Generation Services, LLC

The company President and Vice President of Sales & Marketing wanted an outsider's assessment of the company's 10 person sales team. They were specifically interested in:

• Assessing individual and organizational selling competencies
• Assessing organizational and individual selling skills (strengths and weaknesses)
• Identifying the "hunters" vs. the "farmers" in the organization
• Identify issues/concern of the sales organization that were restraining their potential
• Recommendations for improvement

Bill Dreshfield was engaged to conduct this study. It was agreed that work would be done simultaneously..face to face meetings with the sales people and observations of sales calls on customers was to be conducted by Bill, while Performance Max, LLC was conducting a behavioral and competency assessment of the organization via The Devine Inventory profiling tool. Both efforts of assessment would be brought together and analyzed for consistent findings.

The scope of work involved 34 observed customer calls and over 115 hours of interaction with the sales people.

The results from both assessment methods correlated well and areas for both individual and organizational improvement were identified, including recommendations for specific improvements as well as maintaining/strengthening the organization's competitive strengths. The objectives of the sponsors were met.