Strategic Partner Audit

Our research suggests that having high performers on your Strategic Account teams drives more than a quarter of the entire equation of strategic account success.  Sales professionals who possess the relational acumen can move beyond RFP-generated demand and into more demand-creating activity.  Few of our clients doubt this contribution, but they do ask us, “How do I know I’m investing in the right team in the first place?”  Discovery of high performers doesn’t end with identifying who is good at relationship building.  It’s also critical to understand who is the most self-aware, who has recognized his or her strengths and weaknesses, and is open and engaged to do something about both.  These are the people worth investing in, and the highest ROI is obtained by spending a bit of time upfront to figure out precisely who those people are.

Ferrazzi Greenlight can help you find out whether you already possess such a competitive advantage.  By conducting a Strategic Partner Audit, we can determine an aggregate level of “Relational DNA” to see if an investment in the firm’s existing talent will deliver desired ROI.  

A complete solution will include interviewing all, or a significant sample, of the subject sales force; administering a form of FG’s “Relationship DNA” Test; interviewing sales leadership and conducting “ride-alongs” with key members of the sales force; and consultation with partners specialized in HR Strategy. 

The audit offers an unbiased, experienced and methodological approach to answering one of the most critical questions a firm faces in managing its top-line growth.  Our analysis yields not just a synthesis of the current state, but what to do about it, including options for segmenting the force, opportunities for development, opportunity cost estimates, and key case examples discovered along the way.