The primary stage of this process is organized around the diagnostic assessment and analysis of the target audience and its requirements to reach the desired performance standard. This includes a profile of both group and individual behavioral strengths and deficits.

The training objectives are to provide organizational development recommendations with specific attention to following areas:

• Management consensus and focus for achieving program objectives
• Modification of existing policy and practice to align management support with sales initiative
• Skill set curriculum necessary for target group to achieve sales goals
• Draft of benchmark criteria for measurement of program progress

Other activities centers on the delivery of identified behavioral competencies for the group and individual skill development. This is launched through a strategic dialogue session in which previous findings are discussed and responded to. The customized workshops are typically organized to maximize skill transfer and complimentarity to on the job cases. The initial workshops are followed up by individual coaching and feedback sessions, which optimize the personal development process.

The support linkages necessary for training support and reinforcement is also addressed. This includes the provision to strategically ally with branch personnel and other lead sponsors to increase target client acquisition. It also formalizes benchmark measurements that will insure program consistency and continuity with current or modified sales incentive programs. Finally this provides for the planning of on-going sales curriculum and support through evaluation and feedback on program.

This process is incremental in nature, drawing specificity from review of each phase to plan for the ensuing activities. It is possible to speculate on what the findings may yield and the core of any sound sales curriculum may look like. The "buy in" is instrumental in creating the readiness for group motivation and individual skill acquisition.