A long-term client was expanding its traditional product line. The client's sales force needed to acquire new skills and knowledge quickly in order to sell digital products in unfamiliar markets. The client asked Gillespie Associates to design, develop, and implement a worldwide needs analysis and performance model that would identify future job requirements for sales representatives.

Our instructional designers developed a systematic set of solutions based on the results of the needs analysis. We also worked with the client to implement these solutions across its organization. See the "Products Provided" section below for more detail.

Sales training director and worldwide sales representatives

• Designed a two-stage "Worldwide Needs Analysis and Model for Future Performance: The Sales Representative's perspective about the job, the business and the customer"
• Implemented Stage I of the analysis, which solicited input from 55 sales representatives in 22 countries about the preparation they receive for their position, customer expectations, barriers to success, and the skills and knowledge needed to meet customer expectations
• Implemented Stage II of the analysis, which surveyed the client's customers in each region about the skills sales representatives would need to meet customer expectations. This information gave the client critical insight into its customers' perspectives
• Prepared a management report that described the results of the analysis and provided recommendations about how to address common themes that surfaced
• Developed a performance model for future sales representative performance that detailed the competencies needed for success
• Developed a "Training and Development Roadmap" that described effective training methods for job specific competencies and provided recommendations for sales development that would not require formal training
• Designed and developed a comprehensive sales training curriculum flexible enough for both new hires and current sales representatives

Using the products Gillespie delivered, the client's sales organization obtained the skills and information needed to sell digital solutions successfully in new environments.

Gillespie Associates has supported our organization in a variety of ways, from competency assessment activities to curriculum design and program development. They have always exceeded our expectations, especially in the quality of their work, their attention to detail, their knowledge and expertise in developing and managing employee performance. Everyone on the Gillespie team is enthusiastic, energetic and extremely professional. They are quick to learn your specific needs, match the skills and talents of their people and take ownership of projects from conception through implementation. They consistently produce desired results on time, within budget, and of the highest quality. We often recommend Gillespie Associates to internal business associates and those outside our company, as well.

- Worldwide Director, Sales and Customer Training