The Dartmouth Group determines ways to improve the revenue and profit performance of companies’ field sales organizations as well as call centers by applying scientifically validated strategies and behaviors resulting from sales and sales management research. Often, the key to improving a company’s performance lies not in widely held conventional wisdom, but in correcting the conventional wisdom that turns out to be a partial truth or falsehood. We call these Traps. It is these Traps that we help you avoid by citing our research data or conducting a behavioral analysis study to gather and analyze your own company's data.
Our behavioral analysis studies involve observing your top performers and creating a model of the behaviors that they use when their sales calls are successful. We then work closely with your average and below-average performers to help them adopt this top performer model in order to improve their sales results.
If, for whatever reason, you choose not to have Dartmouth conduct a behavioral analysis study to identify the key behaviors associated with your top sales performers or top managers, Dartmouth can still help improve your performance in several ways. For example, Dartmouth can help you:
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Increase your likelihood of obtaining top talent |
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Help transition you to a world-class sales culture |
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Improve the coaching effectiveness of your managers |
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Design customized training programs focused on new product introductions |
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Conduct executive coaching at the senior management level |
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Implement existing training programs more effectively |
The Dartmouth Group places its emphasis on the execution and implementation of training programs in order to ensure that you receive a significant return on your training investment, whether you are using your own training programs or a Dartmouth program.
According to CEO, Dick Canada, "Unless a company is able to effectively implement and measure its sales management, sales training, coaching, or sales and sales management processes, then that particular company will lose the money it invested in training." Dartmouth exists to make companies money on their training investment. How does Dartmouth know it can help a company with its implementation of programs? Put simply, our people at Dartmouth actually take on the responsibility of training programs at a company. We supplement and complement the implementation process. We do this by working with your sales people and managers for a 12-24 month period to ensure that your implementation is effective and you receive a strong ROI on your investment.
The Dartmouth Group helps you grow more quickly, particulary during tough economic times by making sure the implementation of sales training, sales management, sales process and sales coaching occurs more effectively and sustained behavioral changes are achieved.
Dartmouth also focuses on the misconceptions that people have about sales and marketing - those misconceptions that we call Traps that adversely affect sales performance and profits.
Traps are usually found in new product introductions, sales management coaching, sales training, and sales processes, although there are other Traps found in incentive plans, recruiting and hiring, and territory design. Twenty percent of the traps that organizations should avoid can impact performance by as much as 80%.
If you are tired of ineffective performance improvement programs or are frustrated because you have no way to measure their effectiveness, The Dartmouth Group is the solution. We offer scientifically validated programs, effective implementation, on-going involvement and a fee structure that stands by our promise of sustained behavioral change.
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