Reinforcement and measurement are key components to any sales transformation initiative. If you begin a sales initiative without setting organizational priorities and accountability, you’ll struggle to create lasting impact.
Ensure measurable results.
Develop an organizational mindset that influences the design, development, delivery and reinforcement of your sales initiative.
Start by asking some of these key questions about your organization. Use the answers to help you define the actions you need to take to increase the adoptability of your next sales initiative.
- How will this initiative rank among other corporate or competing priorities?
- Is there a sales leader that commits to successful adoption of the initiative?
- Does sales leadership attend all initiative events and own its success?
- Does someone own the adoption and reinforcement of the initiative and is there a plan in place prior to any kick-off?
- Does the adoption plan include communication of leadership’s vision, objectives, commitments, expectations and timeframe?
- Have specific assessments, inspections, coaching and metrics been established and scheduled?
- Does the initiative operating plan of sales leadership assure accountability and review of desired behaviors, at all levels?
- Is there a plan for sales leadership to regularly report and review specific coaching activities to assure insight into successes and challenges?
- How will sales and other department leaders integrate and adapt the required processes, tools, and communications to advance and reinforce the change and desired behaviors?
- Do all levels of sales leadership have a plan to reward successes resulting from desired changes in sales and management behaviors?
True sales transformation is achieved when there is an adoption mindset. Assessing where your organization is when it comes to reinforcing behavior will help you create the priority and reinforcement you need to make your next sales initiative a success.
