Improving Critical Thinking and Decision Making Skills within the Marketing & Sales Division

A large railroad covering 23 states across the United States.

Situation

The Marketing and Sales department wanted to evaluate the critical thinking and strategic decision-making skills of their sales representatives, managers, and directors.

How AIMM helped

We developed online knowledge and skill-based situational judgment tests to diagnose strengths and development needs for crucial sales and marketing positions for seven major business groups and across the supply chain. Conducted job analysis interviews and facilitated subject-matter-expert panels to identify critical competencies required for success. Validated the tests against the resulting competency models. The tests were fully web-enabled and administered online. Based on the results, we identified a new training curriculum to close identified skill gaps.









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