Graham🐝 Edwards

6 years ago · 1 min. reading time · 0 ·

Blogging
>
Graham🐝 blog
>
Moments — build and develop...

Moments — build and develop...

) ARC AL es Fr 1 4"I need you to hire 15 people and fill this room."

"How long do I have?"

"Three months."

"OK"

Three months later bums were in seats; then 24 months later (after some course corrections) viability was proven  — the team, as well as its expanded future iterations, became part of the sales channel strategy.


I only think of this because recently I came upon the Inside Sales Development Program manual I created as part of the ongoing development of the Inside Sales channel — I smiled as I thumbed through the manual not only because of the memories but also because of the reminder that once you have built something there is an ongoing need to keep developing it.

Constant development begets constant building.
An iterative process designed to foster a culture of continued improvement The assessment process focuses on the behaviors which make up the 8 competencies for Inside Sales. “Behaviors are assessed through the 151 and IS2 levels as part of a competency progression using the assessment grid “Behaviors are either demonstrated or they are not; they can not be partially demonstrated. “Competencies can be partially demonstrated based on the number of behaviors demonstrated. “Assessment occurs formally no less than every three months and informally where appropriate. “Assessment is the primary responsibility of the ISM with support from the IS rep and other designated coaches. Assessment H Planning Hl Implementation and Rhythm -- The Planning process focuses on creating action plans to develop behaviors and competencies within Inside Sales. “Two types of planning templates serve as 100s to focus on either General or Specific competency development - all new Inside Sales AMs begin with the General competency plan. The templates have been formatted to produce SMART objectives and focus. “The planning process is developed between the Inside Sales Manager and the Inside Sales AM and reflects the developmental needs highlighted in the assessment. “The planning process may take a number of sessions to ensure focus, granularity and to develop planning skills. “The implementation and management of the development plan is owned by the Inside Sales AM (in conjunction with the manager and coaches). “Monthly “coaching and development” operating mechanisms are established to ensure progression of the Development Plan within defined timelines. ‘Depending on the Development Plan additional rhythms may be established to progress the activities. Plans are completed and reviewed to ensure that objectives, activities and timeframes were met. ‘Re-assess to determine change in behaviors of the focus competency areas.

Ironically, this development program was never used by its intended audience but did become the core for another initiative and team I helped built — and with it, I became a better strategic thinker, tactical executer, and people leader.

Build and develop... build and develop...

There is no other way.

iamgpe


""
#Inside Sales #General #iamgpe #ISM #Inside Sales Development Program
Comments

Articles from Graham🐝 Edwards

View blog
2 years ago · 1 min. reading time

Celebrating this time of the year...

This timeline may not be particularly accurate, but I believe it’s directionally sound and I’m almos ...

1 year ago · 1 min. reading time

Sacrificing Sacred Cows

One of the simplest examples of a Sacred Cow can be found when you write blogs because there’s a sma ...

1 year ago · 2 min. reading time

I know you said you were doing GREAT — but were you really?

It probably doesn’t really matter about the circumstances that find me training for a big gravel bik ...

You may be interested in these jobs

  • TELUS

    Embedded Systems Engineer

    Found in: Talent CA C2 - 1 week ago

    TELUS Edmonton, Canada Full time

    Description · Are you an embedded systems engineer or developer? Do you enjoy tinkering with small electronics and making them interact with other devices? Are you passionate about the smart home security and automation market that will drive our future business at TELUS? Then, t ...

  • Xplornet

    Field Sales

    Found in: beBee S2 CA - 3 weeks ago

    Xplornet Sherbrooke, Canada Full time

    We are looking for Field Sales & Marketing Representatives to join our team in this exciting new area of business. Working in a hybrid work environment and reporting into a Team Manager, Field Sales & Marketing, your primary responsibility is to generate sales and drive revenue g ...

  • Rapid Self Test Inc.

    administrative manager

    Found in: Talent CA 2 C2 - 6 days ago

    Rapid Self Test Inc. Mississauga, Canada

    Education: · Expérience: · Education · Bachelor's degree · or equivalent experience · Work setting · Relocation costs covered by employer · Tasks · Co-ordinate administrative services · Manage the operations of a department providing several administrative services · Collect an ...