1973-75:
US Justice Dept. selects SSS Consulting (Founders: Howard Stevens, Sally Stevens and Chuck Scheidler) to create new selection methodology for Law Enforcement officers at all levels. This became the first government sponsored incident of applying actuarial standards to identifying, detailing and prototyping standards for converting “soft” qualitative measures (assessing personnel) to statistically access quantitative data at the ordinal and cardinal standards of measurement.
1976 – 1987:
The US Air Force selects Chally (DBA of SSS Consulting) to develop a career planning methodology and replicable workshop; over 500 promotable military and civilian government employees participate
1979:
Chally Trademarks DBA HR Chally after the then principals Howard, Richard (Vossler) Chuck and Sally the Supreme Court lifts the ban on professional group using anything
1977:
Monsanto, Sun Oil Co. (Sunoco), and others sponsor the development of a Personal Job Analysis Assessment (JAA), including a job engagement assessment to identify areas of satisfaction and areas of stress to accurately permit minor job modifications that reduce stress to minimize turnover risk and increase job satisfaction to increase productivity
1977 – 1980 and ongoing:
Chally identified and detailed the “sales” product-market life cycle for both B-C and B-B. The research approach included: 400+ validation studies, 400,000+ assessed individuals leading to the identification of:
Four Stages (categories) of the market life cycle based on the customer’s need for technical assistance (Hi Tech) and need for personal purchase and delivery support/service (Hi Touch):
- Introductory (Hi-Tech/Lo-Touch) “Closing sales approach”
- Fast Growth (Hi-Tech/Hi-Touch) “Consultive sales approach”
- Market Penetration (Lo-Tech/Hi-Touch) Service or Relationship sales approach
- Market Saturation (Lo-Tech/Lo-Touch) Commodity sales approach
9 core variables defined each stage (3 each):
3 Marketing Criteria:
- Brand/Image in the market place,
- Lead Generating
- Qualifying appropriate market prospects
3 Sales Criteria:
- Making Presentations
- Resolving Objections
- Closing the Sale
3 Service Criteria:
- Customer Service
- Customer Relations
- Resale/Account Penetration
Documented a full assessment, analysis, solution and implementation process for each of the 4 stages
Published Outputs: The Quadrant Solution and How to Sell Your Products and Services to The Right Market Training Manual (Amacom), The Quadrant Solution Movie (Produced by AT&T), Selling The Wheel (Simon and Schuster)
1980 – 1987:
The U.S. Defense Dept. and NASA (through TRW Inc.) sponsored the publication of Identifying and Developing Exceptional Leaders. This Development Research was a 6 year longitudinal study of Leadership and Management taxonomy by type of management and leadership role. This included appropriate stages of development regardless of role.
1980 to present:
Developed Customer Audit research technology
1981- 1983:
HR Chally develops standard leadership coaching and development modules to enhance performance and promotability across the first empirically designed and comprehensive management and leadership taxonomy (including line versus staff, and project versus production roles, promotional hierarchy, assignment application, development requirements, and process implementation)
1988-1993 (and continuing: 1998, 2006):
World Class Sales Research Reports, sponsored by AT&T, GM and others, are published
- 720,000 customer rated salespeople, 80,000 sales people and 7,200 sales forces rated on 15 criteria
- 7 core Sales Force Competencies and 7 Critical sales person competencies identified
- Output: 3 World Class Sales Research Reports, Achieve Sales Excellence (Platinum Press)
Research on overcoming sales derailers and competency shortcomings: Sponsored by GM, Reynolds & Reynolds and Others
- Methodology: Interviewed large samples of struggling salespeople in different markets to describe the most difficult sales challengers they faced. Interviewed equally large samples of top performers to document most effective techniques to solve these challenges.
- Outputs: 3 reports across different B-B markets
1990:
Amacom publishes The Quadrant Solution. Later Published in Australia, Brazil, China, Germany, India, and Japan
1991:
Amacom publishes How to Sell Your Products & Services to the Right Market
1992:
AT&T produces The Quadrant Solution Video
1999:
Computer Science Corporation (CSC) sponsors Chally’s development of a sales win/loss evaluation program
2000:
Chally develops an exit interview system and content sponsored by Standard Register, GM, Reynolds and Reynolds and others
2000:
Simon and Schuster publishes Selling the Wheel
2001:
Tom Leigh and Greg Marshal publish Research Priorities in Sales Strategy and Performance in Personal Selling and Sales Management, based primarily on Chally’s World Class Sales research
2001:
Simon and Schuster produces the Selling the Wheel Audio Book
2006-present:
Chally founds The Sales Education Foundation (SEF): providing research, curriculum, and support for universities teaching sales,
- Outputs: Full advanced College Level Sales Management Education & Training program
- Research Grants sponsored by Neil Rackham
- Scholarships
2007:
Public Broadcasting’s ThinkTV produces and nationally broadcasts the Chally produced “The New Selling of America”
2009:
Chally Presents the first Sales Certification workshop in the Science of Sales in Wuhan China
2010-present:
HR Chally changes its trademark and Logo to Chally Group Worldwide to reflect its global position with services available in 23 languages across 60 countries
Best Companies for Leaders Research sponsored by Chief Executive Magazine and the NYSE, 3 Annual Reports: Detailing Public versus Private, Large Versus Small: competencies, derailers & critical development variables.
Chally publishes the Global Leadership Research Project annual reports
Chally Group Business Intelligence Platform Redesign
Reporting and Audits Management System – RAMS
2011:
Chally publishes Achieve Sales Excellence (Platinum Press) named one of the 12 Most Important Books for B2B Sales Professionals
Future:Sales manager competencies by market stage.
- a. “Consultive” = Opportunity Management
- b. “Relationship” = Territory Management
- c. “Commodity” = Account Management
Chally also maintains the most detailed Competency System identifying a granular and detailed taxonomy of 125 unique work place competencies, including definitions, strengths and weakness specific to each, and the most effective coaching tips for both individuals and managers. Total qualitative data base = 9 million+ words.
