Assessment will show whether someone 'can do the job', and what support they may need. Development takes it to the next stage where, through personal one-to-one coaching and training, we can make people more effective in their job.
Most training and coaching is classroom based and ignores the individual's own personality and the impact this has upon how they learn and work. A full classroom can also be intimidating and impersonal. And for sales people, nothing beats going out with them for a day.
By assessing the individual to understand their personality, ongoing training is tailored to their strengths and limitations. By this stage we have usually demonstrated our expertise and gained the individual's trust and, through knowledge, are able to help them change their behaviour. In addition, being external to the client organisation, we are viewed as being independent with no preconceived ideas.