Analyzing potential for Area Sales Managers

To enable demand-based qualification of Area Sales Managers we developed a requirements profile for that specific target group. We also define criteria to assess and evaluate the necessary potential.

Initial Situation

The customer was introducing a new, internationalized sales structure.


Our activities were aimed at preparing the existing team of sales managers for this change and to qualify them for the challenges ahead.


  • Conducting a profile workshop for requirements analysis
  • Creating an ‘Area Sales Manager’ requirements profile
  • Designing and conducting measures for assessing potential
  • Analyzing and recommending individual qualifications
  • Designing and hosting a change workshop to assist with the ongoing change process