Do your coaches have the expertise to assist the modern digitally-savvy workforce?
Red flags are:
- Managers are not skilled in coaching
- No tracking of interactions and results
- Inconsistent, events moved or cancelled
- Topics that suit the coach rather than the coachee
- No or little useful follow-up
Is your training an event that does not produce on-going results?
Red flags are:
- One size fits all
- Not bite sized and easy to digest
- Timing of topics does not match individual revenue needs
- No on-going tracking/follow up
- Not customised to your style and industry
Does your sales process sync with the modern customer journey?
Red flags are:
- No consistency
- Best practice not shared or updated
- Not practical and easy to follow
Is Self-Development “nice to have”, or “the way we do things”?
Red flags are:
- Individual skill gaps not identified
- Not available online
- Not linked back to coaching, competencies, KPI and annual review
Are your team’s development plans digitallyaccessible, up-to-date and working towards revenue-generating and career-progressing goals?
Red flags are:
- Cumbersome to complete and track
- Not related to individual sales pipeline
- Not managed by coach
- No on-going benchmarking
The right personality: Do your people fit your organisation?
Red flags are:
- Not the right attitude
- Poor commitment to the job or employer
- Incompatible personality characteristics and cognitive
Does you on-boarding generate performance or pain?
Red flags are:
- No focus on learning style of individual
- No tracking or managing of results
- Unstructured
- Lack of focus on sales skills
Does your sales force have access to the tools they need to enable them to succeed in the digital age?
Red flags are:
- Hard to find
- Hard to use
- Outdated and inconsistent versions
- Not mapped to the sales process or core competencies in Job Description
Career progression: Is the future of your best and brightest upward, or outward?
Red flags are:
- Demotivating
- No plan to address skill gaps
- Viable alternatives not identified
- Managers have poor development skills
Are your people measured against modern and proven revenue generating competencies?
Red flags are:
- Motherhood statements rather than trainable skills
- Inconsistent application between people
- Inconsistent application over time
- Skills that truly drive performance are not identified
- Not strongly linked to training, coaching, KPI’s and performance
