THE GROWTH ACTIVATOR™ - Empowering business growth
Some businesses grow at a steady pace. What is their secret? Other businesses grow but at a snail's pace, leaving owners and investors frustrated. And still other business simply don't ever come into their own right, gradually fading away and never fulfilling their potential.
The indisputable fact is that growth is illusive and difficult for a variety of reasons:
The growth vision is misguided or fuzzy
Ownership for growth resides solely at the top of the organization
Growth requires change, and both people are organizational change is hard
We have relied on years of fire-tested experience, backed by behavioral science, and have a unique and better approach to growing a business. When working with us, you can expect OUTCOMES such as:
Better sales and sales management practices that lead to increased sales
Service that builds customer loyalty and engagement in your brand
Trusted advisor partnerships with clients
Differentiated services and products
Increased collaboration from internal functions such as IT, HR and Finance
We achieve these results through the application of our unique and powerful Growth Activator™ process
Vision: Growth begins with a vision, but in order for the vision to activate growth, it must:
Be crystal clear
Engage the minds and hearts of the workforce
Provide leaders and teams with a sense of purpose
Ownership: Ownership for the growing of the business usually resides at the top, but in order for ownership to activate growth, it needs to:
Be spread throughout the organization
Shape personal accountability
Drive perseverance and resilience
Change-Readiness: Growth requires change, but people and organizations tend to be change-resistant. To activate change and growth, leaders need new tools to:
Change human behavior
Help people upgrade their mindsets and beliefs
Predictive Analytics for Growth
Change-Ready Solutions will help your business to leverage the power of predictive analytics to help you
grow your business.
You cannot grow without having the right people in roles. We use predictive analytics to ensure you are hiring and promoting the right people in the right places to grow your business.
LEADERPOP™ is an analytics selection and coaching tool designed specifically to help organizations select and develop leadership potential.
It assesses the key personality traits, attitudes and leadership competencies associated with high potential leaders.
LEADERPOP™ provides an overview of the person’s leadership potential. This includes a wide variety of competencies such as leadership style, communication style, implementation style, approach to motivating others, approach to coaching and feedback style. It also assesses and reports on Emotional Quotient which is very important in helping leaders understand interpersonal relationships. LEADERPOP™:
• Identifies high potential leaders
• Provides an overview of key characteristics of successful leaders
• Provides a snapshot of essential leadership competencies
• Assesses emotional quotient and trust
• Provides a development guide to maximize potential
MANAGEMENTSCREEN™ is used by organizations to identify and screen for candidates who will perform and survive in a management role. By assessing the inherent talent, effort history and fit to the position, the MANAGEMENTSCREEN™ is able to assist a hiring organization to rank candidates and focus the hiring resources on candidates with the highest
probability for success.
By focusing on candidates with a ‘success’ profile and screening candidates who lack the essentials, the MANAGEMENTSCREEN™ is the first step in a recruiting process that improves the odds of hiring top performing managers. MANAGEMENTSCREEN™
• Screens/eliminates candidates lacking essential management characteristics
• Identifies high potential supervisors and managers
• Provides an overall rating on talent, effort history and fit to management
• Determines suitability for specific management positions
• Provides information for candidate/manger matching
Sales & Service Analytics
SALESPRO™ identifies the individual's fit to sales positions ranging from service based selling to competitive selling and has been used in a wide variety of sales cultures including high tech, automotive sales, financial services and many others.
• Improves the retention of your sales professionals
• Helps to match sales professionals to sales managers
• Develops a customized recruiting and selection process
• Builds top performing sales cultures
The SALESPRO™ is used to select, develop and retain sales professionals involved in a sales process that requires building a long term client relationships. The SALESPRO™ provides sales management with a prediction of potential, interview questions, training requirements and coaching suggestions.
Selection & Performance
In an increasingly competitive business world more and more successful sales organizations have adopted SALESPRO™ to identify and select the
candidates most likely to perform at a high level in a relationship sales
environment. SALESPRO™ provides an assessment of the candidate's potential to be proactive in sales and relationship management.
SALESPRO™ also measures the individual's achievement motivation, the
need for challenge and/or money versus the need for relationships or safety and security. It measures dependence versus independence and the need for structure in the sales role.
SALESPRO™ also identifies self confidence, prospecting orientation, ability to manage rejection and commitment to a sales career. It is most suited for more complex long cycle selling situations in which relationship building is a must.
POP7.0™ is based on the POP™, the leading selection, training and coaching tool for salespeople. The POP7.0™ has evolved through 7 generations of validation and has proven to be predictive of sales success in over 25 countries and 30 languages.
Identifies sales success DNA
Predicts sales performance and retention
Provide a predictive snapshot for future sales managers
Supplies post-hire coaching input for both manager and candidate
POP7.0™ is most suited for assessing sales potential in a short-cycle selling environment.
SERVICESCREEN™ is used by many organizations to identify and screen for candidates who will perform and survive in service environments. By assessing the inherent service talent, effort history and fit to the position, the SERVICESCREEN™ is able to assist a hiring organization to
rank candidates and focus the hiring service resources on candidates with the highest probability for success.
By focusing on candidates with a ‘success’ profile and screening out candidates who lack the essentials, the SERVICESCREEN™ is the first step in a recruiting process that improves the odds of hiring top service performers.
• Allows recruiters/hiring managers to identify candidates with the highest probability for success
• Eliminates exhausting resume parsing
• Includes customized interview questions
The comprehensive report includes an assessment of the candidate’s:
motivation to service
attitudes towards service
Of all of the functions that are vital to growth, the sales function stands apart. Consequently, we have a unique approach to growing sales.
Many sales organizations are faced with:
Constantly increasing sales goals
Stiff competition coming left and right
New products and markets
Given these and other challenges, your sales organization must be fine tuned and operate at the highest level of effectiveness. In short, your sales organization must be optimized for maximum sales productivity.
When we work with an organization to optimize sales, we examine major aspects of the sales function and
ask and answer these questions:
Is the selling process effective, well defined, and enable your salespeople to proactively manage sales?
Are salespeople using the sales process consistently and effectively?
Are your salespeople skilled at presenting your products and services as solutions to problems and building trusted-advisor relationships with your customers?
Do your salespeople have the right sales tools to support their selling efforts?
Do your sales managers know how to bring added value to the way they coach and manage salespeople?
Do your sales manages have consistent process for helping salespeople advance sales?
At Change-Ready Solutions, our Sales Optimization consulting typically takes place in three phases:
I. Assess - Identify gaps
Analyze the way your salespeople sell, including their skill levels, ability to build client relationships and manage the selling cycle
Assess how your sales managers manage and coach
Examine the effectiveness of sales and sales management processes, tools, supporting materials
With this and other information such as monthly, quarterly and annual sales performance by salesperson, area, market and product, we develop a Assessment Findings Report which identifies the function's strengths, gaps, and prioritizes areas for development.
II. Transform - Change and improve
Based on the Assessment phase, we work with you collaboratively to, as needed:
Enhance and document the optimal selling process
Create and/or update sales tools to support the selling process
Identify how to optimize sales activity and results tracking
Identify sales analytics that bring value- descriptive and predictive
Enhance sales management processes - beyond administration
Create/update sales management tools
Apply predictive analytics to make salesperson hiring decisions
Through training and coaching:
Improve the skill level of your salespeople to sell more effectively
Enhance the capability of your sales managers to manage and coach their people more effectively
Enable the sales force to get engaged in selling new products or to new markets