Creating a High Performance Sales Culture & Environment

"The high performance diagnostic facilitated clarity on what actions needed to be taken in order to improve the performance of my team and why these actions would have the greatest impact. Importantly the process unified my senior executive team around these actions.”
Charlie Brown | Senior Executive | Accenture

“Given your unique circumstances, what performance “MOVE”, made today, will have the greatest effect on the performance of your sales force?”

According to the McKinsey Quarterly, a top quartile performing salesperson is 14 times more productive than an average performer.

What creates a top performing salesperson?  We know that there are over 70 possible sales strategy and sales management actions available to a sales executive at any given time that can significantly change sales performance.  With so many options, it is not surprising that many sales forces get lost in and frustrated by impractical sales theories and expensive sales consultants and technology trying to make sense of it all.

Based on over 16 years of high performance research with elite institutions such as Harvard, the U.S. Special Forces, Cisco, Accenture, MIT, NASA, and Juilliard, we can help you identify the top two sales performance moves necessary to drive high sales performance.  Our clients tell us that our practical and action-oriented approach provides clarity and structure while producing measurable sales results.

Typically clients turn to LSA's High Performance Sales Environment Diagnostic, Consulting, and Training to:

• Understand how to "get more" from their sales force

• Determine how to best execute their sales strategy from a "people perspective"

• Identify the best "moves" to get their sales organization to realize its stretch objectives and sales targets

• Benchmark their current sales performance environment against high performance sales best practices

• Increase sales leadership accountability for sales performance improvement

• Understand, in detail, the dynamics affecting high performance in their sales organization or sales team

After an initial education session to sales leadership, our usual approach involves 4 key steps:

1. Diagnose: Understand the existing sales performance environment using our proven High Sales Performance Environmental Structure Diagnostic Tool.  The sales diagnostic enables sales leaders to quickly build a detailed picture of the current sales performance environment and accurately pinpoint key levers to improve sales performance.

   Typical outcomes include identifying:

   • Strengths and weaknesses of the current sales culture / performance environment
   • Likely accelerators and inhibitors to sales performance
   • Current and future ‘pressure’ dynamics that will most influence sales performance
   • Benchmark sales comparisons
      
2. Strategize the Two Key Moves: Review the diagnostic results with the Sales Leader and the Executive Team and agree on the two key actions that, if taken, will result in the most dramatic improvement in sales performance across the sales organization.
    
3. Execute: Implement the two actions in a way that makes sense to your sales organization.
    
4. Measure: Re-test to monitor progress against success metrics and to continuously improve.

If you would like to learn how our high performance sales expertise has helped leading organizations increase revenue, market share, and profitability, please contact us.