Contact Details: Summary about company: Rotherfield is a Performance Improvement Consultancy specialising in helping organisations increase their sales productivity. Our approach is to listen to our clients and prospects about their goals and issues before using our expertise and creativity to develop a solution. Measurement to determine whether the implementation has been successful is a key element of our approach, as is the concept of working with our clients in the field to ensure the new principles are understood and being used satisfactorily. Our client base is exceptional – IBM, Unisys, Thales, Xerox, Prudential, BT, Thus, Nokia, Cisco and many others spanning international corporations to small companies with modest sales forces. Products/Services: To supplement our own resources, Rotherfield has built up a comprehensive base of external expertise of around 50 consultants and instructors to deliver our consultancy and training services.  Our offerings are all focused on sales productivity improvement and consist of the following areas:- Consultancy:  This element of our business spans working with clients to build solutions and measurement criteria, as well as traditional services for company/sales reorganisation, compensation plans and process design. Coaching and Mentoring:  Executive and Management Coaching is a big growth area, with participants recognising the need for external assistance in defining the tasks and processes that will bring success.  Mentoring is employed to ensure sales forces increase the value of training via 1-on-1 advice and assistance. Training:  Our solutions often include training services and we have a broad range of products focused on sales improvement.  The flagship offering is a suite of programmes called Executive Engagement, which helps salespeople acquire the skills to communicate with senior executives, transform their approach to that of a “businessperson” as opposed to salesperson and develop the role of “trusted advisor” within the client or prospective company.  Other standard programmes cover sales and process issues.  Bespoke development is also available and every training programme is customised to reflect the business, language and markets of the acquiring company. Exemplar Modelling:  All companies have outstanding salespeople, whose performance is well in excess of quota every year regardless of political or economic turbulence.  We interview these “exemplars” to determine what it is that they do differently or more of in achieving this level of super-performance and create a model of their actions, which is then passed to the remainder of the sales force. Sales improvement by harnessing the capabilities and skills of the exemplars for the benefit of everyone. Competency Assessment:  This produces a skills and knowledge audit of all salespeople within a company and highlights areas where individuals, teams, companies or international corporations are behind the required standard for every defined competency.  This defines the training and development needs of everyone, so training budgets can be focused onto specific shortfalls rather than blanket implementations of a perceived requirement.  This provides better use of budgets and develops people individually by focusing on the competency gaps.  Training solutions can be company/corporate initiatives, team-led projects or self development. Psychometric Testing:  In our quest to offer the broadest set of performance-enhancing solutions, we have recently added the McQuaig system to our portfolio.  Clients are using McQuaig to assess people against job specifications to evaluate their suitability for the role and also to assess new hires against the same job specification.  This is to avoid square pegs in round holes and overall performance will be enhanced if people are competent and confident within their role.  Likewise, new hires can be evaluated as to how well they will fit into the culture of the company in addition to the assessing of skills and knowledge.  Hiring someone that does not fit in is an expensive, but avoidable, mistake.]]>