Transforming a Flat Year into Record Growth
Using a unique, data-driven assessment, we diagnosed execution gaps and boosted performance for an asset manager with flat results; delivering $180million increase in sales before year-end.
The Situation
With 120 salespeople in the field, a large Boston Asset Manager faced a flat year but knew the problem wasn’t effort, it was execution. They needed to quickly diagnose where each seller stood on the capabilities that mattered most and deliver targeted development that would lift performance.
Our Approach
Using our Maximum Impact Sales Combine methodology, we began with discovery and identified where gaps existed. We worked with the CEO to clarify expectations: what did "ready for competition" mean in terms of specific capabilities?
TM
The Maximum Impact Sales Combine
TM
Modeled after the NFL Combine, where prospects are tested on specific drills that reveal strengths and weaknesses with precision. These were measured.
Product Knowledge
Can they explain products fluently and position against competitors
Thinking on Your Feet
How do they respond when the script breaks?
Time & Territory Management
How do they prioritize accounts and allocate time? Can they articulate a strategic coverage model?
Consultative
Selling
Can they ask the right questions and guide conversations strategically?
Our Recommendations
A Paradigm Shift from Generic Training to Precision Development
1
Stop Generic Training. Start Precision Development
2
Use Competitive Pressure as Motivation.
3
Remove Underperformers Until Gaps Close.
4
Treat Assessment as Ongoing, Not One-Time
The firm committed to running all 120 salespeople through the exercise in September, with tailored development plans implemented immediately after.
The Result
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The exercise was conducted in September during a year of flat performance. By December, the firm's sales had increased by $180 million.
At the year-end conference, the sales manager stated: "All things being equal, the only different variable that created this spike was running the COMBINE."
