Core Areas of Expertise
CompAssess is an international consulting organisation specialising in Human
Capital Development and Salesforce Performance.
Our expertise centres on helping our clients leverage success
and competitive advantage in the following key areas.
Human Capital Development
Our expertise centres on developing capability frameworks and then deploying our "best
practice" assessment, development and advisory services in eight core areas:
- Talent Acquisition - from graduates to senior executives, our assessment and selection
systems provide independent and timely information that reduce the risk of making wrong recruitment
decisions. We only use best practice assessment tools and our customised reports are written
by experienced registered psychologists.
- Leadership Capability - our business and leadership simulations help organisations
understand the size and nature of the gap between current and desired capability. Development
opportunities are carefully pinpointed, ensuring that development resources are targeted at
the areas of greatest need.
- Succession Planning - bedded in powerful strategic frameworks and supported by pragmatic
processes, we work with organisations to help diagnose their leadership needs of tomorrow, to
identify their high potentials of today and to accelerate their development to ensure leadership
continuity and capability in changing times.
- Organisational Transformation - large scale organisational change creates particular
people opportunities and challenges. We provide an experienced and independent helping hand
to assist organisations understand the Success Profiles for new or different roles, and to make
critical resource decisions that are accurate, fair and legally defensible.
- Performance Management - performance management links business objectives to individual
contribution. We assist organisations implement comprehensive performance management systems
that lift organisational performance by enabling managers to more effectively manage and develop
staff.
- Remuneration Strategies - an effective remuneration strategy supports the achievement
of business strategy by encouraging employee engagement and discretionary effort beyond the
norm. We provide specific advice on remuneration strategies and design incentive based systems
that encourage and reward out-performance.
- Project Management - most organisations apply project methodologies to drive change
and business improvements. Unfortunately, many CEO's cannot say confidently that their projects
are on track or even likely to deliver the predicted outcomes. We help companies gain traction
with their projects and deliver meaningful business outcomes.
Salesforce Performance
CompAssess provides a range of advisory services that help organisations improve sales performance.
These cover areas such as:
- Sales Strategy & Planning - we help organisations design and implement outcome
focussed sales strategy and planning processes that drive identification of business growth
opportunities and convert these into concrete action plans that can then be executed by the
salesforce.
- Client Value Analysis & Account Planning - identifying the client value drivers
is critical to winning business and moving up the client value chain. We help organisations
understand the factors that typically drive client buying decisions and use these to refine
service offerings and improve the account planning and sales targeting processes.
- Salesforce Structure & Design - our approaches help organisations understand
the key roles, individual capabilities and sales/service organisation models that will maximise
salesforce impact in their market.
- Salesforce Assessment & Development - we develop customised assessment simulations
and exercises that involve real life sales scenarios and measure core sales and sales management
capabilities such as sales planning, performance coaching, partnership building, cold calling,
transactional selling, consultative selling, etc.
- Motivational Analysis & Development - core selling and sales management capabilities
are only half the picture when it come to sales performance. Understanding what motivates the
salesforce is critical to converting capability into actual performance. We help sales managers
understand the key motivators of salesforce performance and work with them to design performance
management systems, remuneration structures and individual motivational strategies to get the
best out of their sales teams.
- Salesforce Tools - we help organisations equip their sales managers and sales personnel
with the tools to be effective in the market including pipeline measurement and management systems,
deal qualification processes, deal reviews, profit calculators and "go to market"
sales materials.
- Channel Analysis & Development - outsourcing the sales and service function for
specific types of clients (especially low value clients) is a growing trend in all industries
and markets. We help organisations decide what to outsource and how to most effectively set
up and manage third party sales and service channels.
- Sales Profitability Analysis - as organisations grow and evolve it becomes harder
to understand the relative profitability of different products/services and clients. We help
organisations direct effort towards those products and clients that generate the most attractive
return on investment.
- Sales Coaching & Advice - we also provide informal coaching and advice to key
sales managers or sales personnel as either part of the above services or part of an ongoing
program to embed new processes or changes in a salesforce.
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