Giving Advisors an Opportunity to “Test Drive” a Career in Leadership
READ – Each module has a “chapter” the candidate is required to read.
DO – Each chapter contains instructions for the projects associated with that module.
DISCUSS – Manager meets with candidate to review and discuss completed project.
Pragmatic & Interactive, Not Academic or Passive
BenchBuilder – the Six Key Responsibilities
BenchBuilder activities align with the six key responsibilities of field sales managers:
Recruiting and selecting – Identifying, attracting, and selecting qualified individuals for opportunities within the organization.
Training – Instilling basic skills in new recruits and providing continued development of all team members.
Performance management – Helping sales reps set and work toward goals, assessing their progress, and providing feedback to develop high-performance sales teams.
Target market planning and development – Providing sales reps with the guidance to analyze and select appropriate target markets in which to expand their business
Business management – Managing finances and running a sales office in a financially efficient manner.
Team development – Setting sales office goals and direction and taking the steps necessary to accomplish those goals.
Self-assessment
Investing in Your Future (Module)
Identifying Potential Candidates Recruiting Through Personal Contact
Recruiting Sales Talent (Module)
Approaching Nominators Developing Your Network of Nominators
Expanding Your Reach with Nominators (Module)
The Selection Process in Action Using Market Opinion Surveys as a Selection Tool
The Selection Process (Module)
Using PESOS to Plan Training Conducting a One-on-One Skill Building Session
Training for Improved Performance (Module)
Developing a Performance Management Program
Managing Performance (Module)
Personal Market Analysis Measuring Market Potential Developing a Target Marketing Strategy
Target Market Planning and Development (Module)
Values-Based Motivation
Achieving Sales Leadership (Module)
Self-Analysis of Sales and Sales Leadership Skills Relationships Between Personal Goals and a Sales Leadership Career
Making the Career Decision: Sales or Sales Leadership (Module)
Activities & Projects By Module
Structures a readiness track for developing managers.
Online Business System (Feature)
Prepares candidates for the challenges of today’s sales managers.
Contemporary Content (Feature)
Enables each management candidate to experience the most appropriate aspects of the opportunity at the most appropriate time.
Individualized Tracks (Feature)
Keeps sponsoring manager and candidate informed of progress helps organizations track talent management at the field level.
Centralized Platform (Feature)
Provides for a consistent, continuous, end-to-end management development process.
Easy integration with LIMRA & HPN (Feature)
BenchBuilder Features & Benefits