How Growth Dynamics Defines and Builds the "Right" Sales Organization

Growth Dynamics (gdicorp.com) approaches sales team building by first defining what top performance looks like in your specific industry, then using assessments to measure how well candidates and existing team members fit those role-specific metrics. The company has offered these programs since 1998, targeting the skills, attributes, motivation, experience, and FIT needed to select, develop, and retain sales performers. This approach suits organizations that need to build or rebuild a sales force aligned to their industry rather than hiring generically "good" salespeople.

The Core Problem Growth Dynamics Addresses

The company frames sales team building around three recurring challenges it says sales leaders report:

• Customers have changed. Today's customers expect more, and sales teams face a "digital" firewall that blocks access to new customers.
• Sales teams are not engaged in new business. Reps spend valuable time on existing accounts instead of pursuing new opportunities.
• Hiring the "right" talent is harder. Recruiting now requires a strategy to attract the right talent rather than settling for the "best-of-the-average."

A fourth question follows from these: Do we have the right sales team? As the role of sales has grown more complex, many salespeople are not the right FIT for their organization.

The Methodology: Define First, Then Measure

Growth Dynamics describes its approach as a comprehensive methodology built on two connected stages.

Stage 1: Defining Top Performance in Sales

GDI analyzes the role of sales within your organization to define the "Picture" of top performance. This picture targets five dimensions:

• Skills
• Attributes
• Motivation
• Experience
• FIT

The output is a role-specific benchmark of what top performance actually looks like in your industry—not a generic sales profile.

Stage 2: Sales Selection & Development

Once the benchmark exists, GDI's selection and development assessments measure a candidate's or employee's FIT against those role-specific metrics. The stated purpose is to help you hire, develop, and retain top performers based on measured alignment rather than intuition.

The Solutions That Carry Out This Approach

Growth Dynamics organizes its offerings into several named programs:

The company positions these as tools that help leaders "select, develop, and build the 'right' sales organization that fits and performs in your specific industry."

How to Decide If This Fits Your Situation

This approach is most relevant if you recognize one or more of these conditions:

• You are hiring salespeople but lack a defined standard for what "right" means in your industry.
• You have an existing team where some members may not fit the evolving complexity of the sales role.
• You need to shift a team's focus toward new business rather than account maintenance.
• You want assessment data—not just interviews—to support selection, development, and retention decisions.

If your sales roles are simple, stable, and easily filled through general experience requirements, a role-specific benchmarking and assessment program may add more process than you need.

What the Source Material Does Not Cover

The available page content describes the methodology, the problems it targets, and the solution categories. It does not include pricing, implementation timelines, assessment formats, or specific delivery details. For those specifics, you would need to contact Growth Dynamics directly or request program documentation.