Replicating the successes of a sales team’s top dogs
Tools used
- EX customized surveys
- Advanced analytics for online and offline reporting
- Individualized, tailored reports
- Integration with 1/3rd party platforms
Pet care giant Mars wanted to create a training program that could majorly boost their salespeople’s performance. But they didn’t want a ‘one size fits all’ – they wanted to understand their people as individuals.
The challenge
How do you quantify the qualities of good sales people and leaders?
Mars wanted to create a senior sales leadership program. They wanted to develop a pipeline of great sales leaders – not only from new recruits, but also by developing the talent they already had. But how do you break down and understand the broad range of skills that makes the best excel?
“This wasn’t something we would’ve ever been able to buy off the shelf. The survey was completely tailored, and Forsta was great in helping our team resolve issues quickly and achieve a good response rate. They were instrumental from survey design all the way to implementation.”
April Pack
Senior Manager, Global Sales College, Mars
Our solution
Seeing success from every angle
We helped Mars to create a leadership assessment platform. This helped them map out their people’s strengths and weaknesses. Participants first assessed themselves: how are they doing? How does management see them and how do their peers see them? We then established a 360-degree view by interviewing their managers, direct reports and other colleagues. With advanced analytics tools, we used these metrics to uncover each salesperson’s blinds spots and hidden strengths.
The results
“A human adventure that makes you feel stronger”
17% of the program’s participants soon got promoted to a Sales Director role. Before, Mars would’ve hired all these externally. The program was so impactful that Mars quickly decided to expand the program to employees of lower seniority – and create a similar program for their marketing division. In one workshop, all 20 participants gave full scores in their feedback. One said: “It’s not just training – it’s a human adventure that makes you feel stronger!”.
100%
positive participant feedback
17%
of participants promoted
0
sales silos remaining
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