Within any sales organisation high performing Account Managers are well known across the business. They are seen as of huge value, sometimes reaching the status of ‘untouchable’. This can pose a number of issues, such as:
- How do we retain high performers?
- How do we ensure that they are managed with the same level of objectivity as their colleagues?
- Are they being stretched or are they in the successful comfort zone which can breed Prima Donna behaviour?
- What type of development should high performers receive?
Often, high performers will be proficient in the basic competencies required to undertake their role. In addition they will have mastered certain skills and behaviours that have enabled them to develop a number of enduring and profitable business relationships.
The Momenta b2b Advanced Sales Skills programme is designed to look at an Account Manager’s style and behaviours, using a combination of work based activity, outdoor activity and a simple yet very practical behavioural model - DISC, as developed by Thomas International |
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Thomas International is a global provider of objective management systems and business assessment tools that help organisations recruit, retain, develop and train their people. The system comprises behavioural / psychometric assessments, aptitude and ability tests, job profiling and skills tests.
Thomas' systems enable employers to understand, realise and develop the full potential of their staff. They give managers the tools to motivate, stimulate and encourage individuals in the work environment by raising people's self awareness, self esteem and confidence.
Momenta b2b provide framework support and training, which includes:
- Creating personal awareness – understanding overplayed and underplayed strengths
- Identifying different styles and behavioural traits in others
- Understanding when to deploy and when to reign in natural style
We will work in consultation with you to tailor these tools and processes; to meet the exact requirements of your business. |
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