Sales Leaders Curriculum, Needs Analysis, and Roadmap

After an extensive needs analysis, WLH partnered with the Learning and Development function and senior leadership to create and deploy a learning and development strategy for its Sales and Marketing Functions. The organization was seeking to increase skills, optimize resources, and link its learning curriculum to improve talent development and retention.

Approach and Deliverables

WLH prepared a detailed Skills/Knowledge/Behaviors Matrix to visually depict competencies that cut across the functions and are, therefore ‘core’ or foundational. The curriculum proposed a sequence of skill levels for high potentials, newly promoted field managers, and experienced managers.

To support the Learning and Development leaders’ ability to execute the curriculum recommendations, WLH evaluated current offerings, explored vendor provided selections, and designed and implemented completely new offerings when necessary.

Results

The result was a competency-based comprehensive training curriculum to enable managers to more effectively develop talent within their teams. The Learning and Development function created a campaign to increase utilization of assets; including on-line and self-development sustainability tools.


Wendy L. Heckelman, Ph.D.
Author:
Wendy L. Heckelman, Ph.D.

Dr. Wendy Heckelman, president and founder of WLH Consulting, Inc. has over 25 years of experience working with Fortune 100 industry clients. These include pharmaceutical, biotech, health care, animal health medicines, and consumer products, as well as international non-profit organizations and growing entrepreneurial companies.

Add Your Comment: