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.
Leadership must determine that change is necessary and good. Their involvement, and the perceived commitment to or lack thereof will set the tone for change and the adoption of new behaviors. A critical success factor for change includes a commitment from leadership that this initiative is a priority for the sales organization.
The leader establishes priority by:
- Focusing on timely review and approval of deliverables and participating in the completion of key milestones
- Participating actively in training on new methodologies
- Fully engaging in learning alongside sales teams
These actions gain buy-in from members of sales management and expand that buy-in throughout the sales organization. Starting the day after the initial training event, priority must be sustained. You'll know the foundation for success is in place when the entire sales organization understands that the priority is achieving excellence in the new behaviors.
To learn more about Priority and the other disciplines of successful adoption: Read our White paper: A PRIMeR for Successful Adoption
