Categories: Sales Conversation | Sales Process
What makes a sales transformation process successful? As a sales leader, one of your biggest contributions to transforming your sales force is reinforcement. The reason? Adoption of a sales methodology isn’t just an event that takes place after training. It’s a mindset that needs to influence the design, development, delivery and reinforcement of your sales transformation process.
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Categories: Sales Process
George Colony, CEO of Forrester Research, Inc. (an independent research company) and known as “the Counterintuitive CEO,” presents the idea that many CEOs are ready to completely overhaul their sales forces. One of the issues he outlines in his blog is the problem with speed. Many CEOs are frustrated that the sales force is always 12-18 months behind strategy. The underlying business issue here is probably that your sales operations plan isn’t aligned with your corporate strategy.
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Categories: Adoption and Reinforcement
Adopting a successful sales program means there is an emphasis on the initiative from the top-down. Our clients have achieved successful adoption of new sales initiatives by following five disciplines: Priority, Relevance, Integration, Measurement, and Reinforcement. We call it a PRIMeR for success: Let’s look at the first letter – Priority.
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Good coaches never stop coaching. The Olympians we've been watching recently KNOW what they need to do on the field, on the track, or in the pool. They’ve been doing it their whole lives, but they still need coaches. They need reinforcement. They need “check-ins.” There is no end point with effective coaching. A key role in leadership is to continually reinforce the core fundamentals no matter how good the athlete. The last fundamental in our series is tied to coaching and reinforcement. Fundamental #5: Adoption
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Categories: Talent Management
At the Olympics, countries measure success by their medal count. A final medal count will tell you how successful the team is as a whole, but what that number won’t tell you is where the weaknesses, and the specific strengths of the team are. To find that information, you have to drill down into things like the players, individual team performances, etc....
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Categories: Sales Planning | Sales Process
The Olympics have created some of the greatest team sport moments in history. In the United States, we recall The Miracle on Ice; the more recent Women's Soccer Gold Medal in 2008, even this year's Women's Gymnastics gold. These are all exceptional examples of athletes working together.
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