What We Do

Sales Force Development Overview

Despite significant focus on improvement each year, the sales function remains a wasteland of untapped human potential across the entire business world. In most companies, the Pareto Principle is alive and well, with 20% of the sales force generating 80% of the volume. Training has little impact. Neither does new software nor a new compensation plan. So what’s the answer? If your car had a broken transmission and clogged fuel injectors, would you fix it with higher octane gasoline? Of course not. Since all of the parts are connected, you have to fix the whole engine before better gasoline is going to make any difference.

Your sales force is a system. And, like the engine in our example, all of the parts are connected. Random improvements are likely to fail since the performance is limited by the weakest link. In sales organizations, most training initiatives fail because of other limitations in their system — poor strategy, broken processes, weak tools, or even bad leadership. The only way to make investments in training sustainable is to rapidly impact ALL of the key elements of the system that are limiting performance. If you don’t, any changes you make will not be sustainable.

This whole-system approach to sales force performance is what makes Catalyst unique. Our goal is not to get "butts in seats" like many sales training firms. Our goal is to discover the small points of leverage that we can use to dramatically improve performance. We do this with a strong line-up of sales training programs, supported by deep sales consulting expertise.

We do not have a cookie cutter approach — we bring a menu solutions to the table and work with you create the right mix. The result — training that "sticks", changed behavior, improved performance, and sustainable growth.