The success of any organization is highly dependent on the technical and interpersonal skills of the people it employs.  Organizations must provide ongoing professional development opportunities to employees to foster product and service innovation.   The Hill Group can help your organization to develop talent through programs focused on:

• Sales Call Reluctance
• Service Quality
• Team Building
• Leadership Development
• Risk Taking
• Organizational & Core Competency Development & Management

Sales Call Reluctance Training

Sales Call Reluctance® is a career-threatening impairment that limits the ability of otherwise capable salespeople to generate business by limiting the number of sales calls they make each day.  Prospecting alone does not ensure success; however, an inability to prospect certainly ensures failure.  In fact, studies completed by internationally known psychologists Shannon Goodson and George Dudley indicate that 80 percent of salespeople who fail in their first year do so because of insufficient prospecting.  More than 30 years of research have been dedicated to defining 12 unique types of Sales Call Reluctance®.

The Hill Group, Inc. can help your organization’s sales force to improve its prospecting activities through a customized evaluation and development process.  This process can be used in two different ways:

1. As a screening tool for prospective candidates
2. As a development tool for new and incumbent salespeople

The initial step in our process is completion of the Sales Preference Questionnaire (SPQ), an online tool that determines whether or not a salesperson exhibits each of the 12 types of Sales Call Reluctance®.  The next step is completion of the Fear-Free Prospecting and Self-Promotion Workshop, which helps salespeople develop skills and action plans to overcome their Sales Call Reluctance®.  This assessment and workshop, along with a comprehensive follow-through process, will enable your organization to prepare salespeople to better utilize your sales process, sales training, and products and services training.  They will initiate more contacts with perspective buyers and current customers which will lead to increased sales.

Back to top

Service Quality Training
Organizations that deliver high-quality service increase or maintain market share and have a higher return on sales.  Internal customer service quality also is correlated to organizational success.  Our service quality training, Envisioning a Culture for Quality, is a customizable program that accomplishes the following objectives:

• Increases awareness of behaviors that promote high-quality service
• Introduces the concept of organizational culture
• Demonstrates that teams are able to produce decisions superior to individual decisions
• Teaches the interpersonal and rational skills involved in decision making
• Helps staff to understand and practice the behaviors and skills that contribute to effective group problem solving and decision making
• Provides constructive feedback on team performance

Back to top

Team Building
The ability to effectively compete often requires organizations to develop action-oriented teams to achieve strategic goals.  Your teams may be comprised of cross-functional or homogenous work groups that act on short- or long-term initiatives.  The Hill Group can provide your organization with effective team-building programs that:

• Improve communication
• Foster ownership of strategies and tactics
• Enhance creativity
• Increase understanding of interpersonal style patterns

Back to top

Leadership Development
Leadership development is important because the quality of leadership is correlated to organizational success.  In fact, supervisor and leadership quality is a primary driver of attraction and retention of employees.  The Hill Group can provide your organization with customized training and simulation tools to enhance individuals’ leadership capacity.  Our approach to leadership development emphasizes the importance of stakeholder participation in decision-making.  We help individuals to foster teamwork by emphasizing that the success of any initiative is the product of two things – quality and acceptance.

Back to top

Risk Taking
Organizations that embrace risk taking foster a greater spirit for genuine teamwork and creativity.  Employees must learn how to manage risk, especial since individuals often associate risk with negative consequences.  The Hill Group can provide your organization with training that:

• Examines different styles of risk taking, including best practices of successful risk-taking leaders
• Analyzes normative and descriptive risk taking
• Provides essential tools needed to improve risk-taking outcomes
• Simulates decision-making scenarios

Back to top

Organizational and Core Competency Development & Management
The identification and development of core competencies will differentiate your organization and attract buyers, investors, and employees.  Core competencies vary among organizations and industries.  They may be in the form of unique processes, technical knowledge, or relationships with key stakeholders.  C. K. Prahalad and Gary Hamel first introduced the concept of core competencies in the Harvard Business Review.  The first step in identifying your company’s core competencies is to ask the following three questions:

1. Does this competency provide the consumer benefits?
2. Is this competency difficult for competitors to imitate?
3. Can this competency be leveraged to many products, services, and/or markets?

The Hill Group provides a unique approach to organizational and core competency development.  We will work collaboratively with your organization to:

• Identify core competencies
• Develop training programs to align workforce skills with core competencies
• Leverage resources to improve deficient organizational areas
• Create systems for core competency monitoring
• Communicate the benefits of your core competencies to internal and external audiences

Back to top