A tried and tested methodology, we formulated The Diamond Model® over a 20-year period, following the high performers from a pool of over 1,500 sales people to research their approach, get feedback from their customers, and identify and map the key behaviours that differentiated them from their colleagues. Very quickly, some strong patterns emerged and these formed the core of The Diamond Model®, enabling all sales managers and sales people to improve their sales performance through behavioural change at a rate never seen before.
At Beyond 19, we provide a world-leading behavioural sales framework, which enables you and your people to act on insight, rather than instinct. The foundation of everything we do, The Diamond Model® was developed via 20 years of research on how high-performance sales people achieve outstanding results, both top line and margin, consistently.
The framework at its core highlights: Insight, Initiatives, Customer Value, and Cadence (otherwise known as: rhythm, discipline, planning, and priority). Each of these represents one point of the Diamond with the overarching element of Relevancy determining and driving how relevant you are to your customers. This framework provides direction and guidance to drive the behaviours of your sales managers and sales people in ways that benefit your customers, and ultimately achieve better results for themselves and your company.