• Training Needs Analysis

    For training success and efficient training budget allocation

An intervention for sales organisations

This unique feature of UPGRADE’s service portfolio is a powerful intervention to assess exactly whether employees possess the essential skills in relation to the role they hold in the sales team – from salesforce to key account managers and team leaders, the entire hierarchy of the salesforce is targeted.

A specific outcome of this intervention is to streamline resources allocated to training and development and increase the efficacy of internal training practices.

How does it work?

•    The Training Needs Analysis should determine the extent to which the required skills already exist within the team and the training needs there are in the team as a whole.

•    A corresponding transformation program will be co-developed and implemented in line with the organisation’s vision, mission, strategic goals and activities.

•    The training program will be created in a way that will support the teams to adapt quickly, efficiently and in the best possible way in their roles and to the hybrid future of stakeholder interaction.

•    An accompanying communication process is also an important part of the process to clearly communicate the objectives and procedure internally in advance.

As part of the design process, UPGRADE jointly defines with the client:

  • The necessary/desirable skills for the sales team roles, including line managers

  • The corresponding observable behaviour for each competence

  • The observation criteria for the defined behaviours

  • Scenarios of the exercises required as a result

  • Online knowledge tests and their questions (products, sales process, etc.)

Communication measures are defined as part of detailed planning.

From our point of view, the following elements are useful:

•    Communication plans which are in coordination with activities that are ongoing as part of the organisational strategy

•    Kick-off events are implemented from the beginning of the process to communicate the upcoming transformation program & the objectives of the training needs analysis

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