The Future of Sales Performance

The Capabilities You Want, Have & Need in your Team

4 Week Impact Program

Businesses view Sales Team Performance as a strategic imperative.  Forward-looking ones know sales productivity is not what it should be and that it remains untapped. 

Investment in human capital technologies for recruitment, sales enablement and performance management isn’t lacking – it’s a significant portion of budget.  Yet, executives question return on capital, rate of utilisation and overall effectiveness. 

Why is sales team productivity not increasing? 

AbilityMap was founded the day we answered this question. 

Our purpose is to quantifiably prove to businesses why it is happening to them.

  The WANT | HAVE | NEED Program shows you how to fix it. 

Program Components

Expert Job Profile

WANT

Each Leader uses AbilityMap to create an Expert Job Profile that defines the human-skill capabilities they believe are required for high performance in a critical sales role (e.g. sales executive, sales manager, solution consultant).

Guess What?  They’ll be different.

 

Collaborator Job Profile

WANT

AbilityMap aggregates the Expert Job Profiles, identifying the strongest common capabilities that your Leaders believe drive performance in that critical sales role. 

Know What?  They’ll like the looks of it.

Team Profile

HAVE

Any number of people currently in the role are invited to create a confidential Imprint. It establishes their level of capability across the same framework used by Leaders.

AbilityMap aggregates the Imprints for the team, identifying the strongest common capabilities that exist within it.

How’s that compare?  It’s not what the Leaders have been looking for.

High Performer Profile

NEED

Imprints of individuals designated as ‘Definite Rehires‘ are used to create a High-Performer Job Profile.  You Need more of these human-skill capabilities in your team.

Guess What?  They are different than the ones your Leaders Want & Have.

Graphic below refers to the AbilityMap Competency Framework

A designation of ‘1’ indicates it has been selected (or defined) as the most critical competency for performance in the target job or role.

So what? Filtering team member and internal/external applicant Imprints against the High Performer Job Profile means you quickly find, consider and if applicable, spend time those that have what you NEED. Re-directing training, development and performance resource to these areas develops your team’s skills …in the areas you NEED.

Four Simple Steps

Choose a High Impact Role

Week 0

One whose success or failure makes or breaks your year.

Collect contact details for Leaders and team members of the role.

Invite Particpants

Weeks 1 & 2

AbilityMap Invitations extended to Leaders and Individuals.

Updates provided as Individuals complete Job Profiles and Imprints.

Deliverables Produced

Week 3

Expert, Collaborator, Team & High Performer Profiles created by AbilityMap’s team.  Supporting data and analysis are conducted and incorporated into the WHN Program Results.

WHN Findings

Week 4

Executive Leadership and AbilityMap meet to review the WHN Program Results.

sales@abilitymap.com

+61 (0)421 152 884