White paper: White space for pioneers

In this white paper, we explore the largely unmeasured and underestimated parameter – behavioural competence. Every sales team will have some superstars who consistently perform better than average sales people. There is evidence to suggest that in most organisations these people have adopted different behaviours and strategies from their average performing counterparts.

Our research project reveals:

• What’s going on (or wrong) in our sales team?
• Visibility of performance
• Linking behaviour to performance
• The role of competency frameworks
• Differentiating between high performers and average performers
• Embedding competence: communication and development
• The Vybrant high performance programme

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