Frontline Selling Behaviours Benchmark

Leverage a proven pathway to scaled performance in today’s dynamic selling environment

The landscape of selling has irreversibly changed. The rise of the highly-informed and discerning buyer, shift towards consensus decision-making and proliferation of digital channels have all contributed to increased complexity and more difficulty in engaging clients. Many organisations are experiencing a cumulative ‘long tail’ of underperformance across their sales force as the imperative to adapt to new buying dynamics increasingly bites. In this new environment, knowing ‘what good looks like’ and understanding the key frontline skills and behaviours to get behind in order to drive success is a distinct challenge.

The Frontline Selling Behaviours Benchmark has been developed specifically to demystify the behaviours which are driving frontline sales performance. Drawing on global benchmarking data of 75,000 salespeople and 11,000 sales managers, extensive analysis has identified 7 primary and 22 secondary behaviours which consistently correlate to strong rep performance. Coupled with our experiential frontline selling capability program, this Benchmark enables your organisation to measure your reps against the behaviours that matter and run targeted capability builds for optimal performance impact.

Key Benchmark Outcomes:

Understand What Best
Practice Selling Looks Like

Leverage highly-actionable best practice selling behaviours which are proven to correlate to performance

Know How Your Sales People Compare to Global Best Practice

Surface uplift opportunities across your sales force and identify gaps to close and strengths to leverage

Isolate Your ‘Vital Few’ Development Opportunities

Define the development opportunities which will impact performance, enabling highly-informed capability investment decisions

Develop Individualised
Salesperson Development Plans

Build explicit development plans with actionable behaviour change required for each rep to reach best practice

Build New
Selling Capabilities

Utilise Blackdot’s experiential capability program to equip your salespeople with practical skills and tools aligned to best practice

Measure Ongoing Progress Towards Best Practice

Leverage ongoing re-benchmarking to measure sales person capability improvement progress and drive continuous improvement

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Success Stories

Adopting Best Practices to Enhance Sales

Blackdot helps a leading pharmaceutical company develop a new sales management framework to improve coaching and performance management

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Diagnosing the Root Cause of Poor Sales Performance

Blackdot's diagnosis of core sales performance issues helps a major telco turn negative growth positive

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Identifying Frontline Behaviours that ‘Move the Needle’

Blackdot helps a nationwide insurance company assess frontline sales effectiveness and identify high-performing behaviours

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Utilising Best Practice to Achieve ‘Super-Normal’ Growth in New Region

Blackdot helps over 1,500 salespeople at a major transport and logistics company drive growth in APAC

Our Clients Realise Transformation

    • Steve Jurkovich, Executive General Manager, Corporate, Commercial and Rural - ASB

    "Blackdot’s behavioural benchmarking and progress tracking has helped our sales managers understand why, what and how to change both their and their team behaviours, attitudes and systems to maximise their capability and opportunity – better still, its achieved in a way that’s really held management attention throughout the change process."

    • Steve McAllister, Executive Director of Sales And Telstra Business - Telstra

    "I wanted to participate in the Blackdot Benchmark so that I could get a view into the drivers behind the sales organisation: What was making them effective? What was stopping them from being more effective? And to basically gauge the overall effectiveness of the sales organisation."

    • Mark Hamilton, Director Sales & Customer Service Australia, NZ, Pac Islands - TNT

    "I wanted to participate in the Blackdot Benchmark so that I could get a view into the drivers behind the sales organisation: What was making them effective? What was stopping them from being more effective? And to basically gauge the overall effectiveness of the sales organisation."

    • Russell Godbier, Country Manager, Territory Sales - TNT

    "Blackdot initiated a frontline sales behaviours assessment as part of our capability program for which all sales managers & frontline took part. There were 2 significant outcomes; one was a definitive analysis of our key gaps & strengths which was crucial in defining core objectives & focus areas for the sales training to follow. "

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