Creating a High Performance Sales Environment

High Performance Sales Environment Diagnostic, Consulting, and Training

“It is often difficult to unify a leadership team on improving the performance within a business. The high performance environment process provided powerful yet easily understood information on the factors effecting performance at Cisco. This process unified my team on the specific actions to improve performance.”

Gerard Lithgow | VP Enterprise Sales North East USA | Cisco

“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:Diagnose: Understand the existing sales performance environmentusing 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.

  1. Diagnose: Understand the existing sales performance environmentusing 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.

The high performance environment diagnostic is available in the following languages:English, Czech, Hungarian, Estonia, Polish, Bulgarian, Romanian, Latvian, Lithuanian, Slovakian, Slovenian, Spanish, Portuguese (Brazil), Japanese (paper copy only), and Chinese (paper copy only).

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.

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Jim Elliott
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Samsung

The reception for the solution selling training, sales coaching, and implementation plan has been so positive that the entire sales management team has been re-energized and challenged to step up their leadership for both application and impact. The facilitator is a great fit and a true pro regarding the content and her ability to make it relevant to the sales force.

Fortune 500 Financial Services Company
Senior Program Manager, Learning & Development

We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create an equitable contracts, while preserving and strengthening our supplier relationships.

LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.

Vivian Mackintosh
Vice President of Materiel

Space Systems Loral

LSA Global demonstrated expertise in the sales leadership subject matter, spent the time to make sure the objectives were clear, and showed flexibility in shaping the session and sustaining it. Their facilitator “MEDRADized” the session, looked beyond the obvious, was enthusiastic, was able to keep people’s attention, made it enjoyable, and got the key points across.

Doug Stantial
North America Sales Training Manager

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We wanted our Channel Managers to get strategies and tools that would increase partner revenue and strengthen partner relationships. LSA Global’s ability to quickly understand our business and to bring experienced and proven resources to the table created credibility with both the executive and sales team. We look forward to continuing our partnership with them.

Chip Whitman
Channel Excellence Manager

Thermo Fisher

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time by recommending ‘best in class’ vendors to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile. They truly understand the meaning of customer delight.

Amy Walker
Manager

Seagate

In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to develop and deliver the relevant skills, tools and processes that have established the foundation for our future success. We are very satisfied with our decision.”

Kevin Wiley
Chief Operating Officer

Nelnet

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

Sarah Parks
Senior Project Manager

Hyperion

We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.

So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.” We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.

Patrick Arnold
President

Filice

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding and measurement process. The process was well thought out and bought into by leadership. The combination of targeted tools, technology, coaching, performance plans, training and reinforcement made all the difference.

The pilot program in EMEA was a big success and the program quantifiably improved new employee and hiring manager satisfaction and increased the speed to productivity for new hires. We are continuing to work with LSA Global to scale the program in other GEOs and expand to cover more roles at VMware.

I would recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally across VMware as we continue to scale.

Rochana Golani
Director, Global Field Readiness

vmware-large-gray

This was our first experience working with LSA, and we were not disappointed. From beginning to end, they were as invested in making sure the program succeeded as we were. They not only met the needs of our organization, but they helped us meet our very tight launch deadline. The consultant operated with the sense of urgency necessary to ensure that by the end of the training the trainer sessions we were ready to roll the program immediately out. Without their dedication and expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D

Plato-large-gray

The introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission was very impressive. By the end of the session, a large majority of the audience understood and was openly able to verbalize these items. LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep the groups focused.

Cindy Steffen
National Manager, Telesales

Medrad-large-gray

One of the most dynamic sales training programs I have had the pleasure of being involved in. Nothing I have experienced comes close to them. The sales principles are unique to contact centers and can be applied effectively in sales and customer service-oriented operations.

Software Company
Director of Sales Development

We selected LSA over a handful of other experts to assist with a key sales imperative. LSA added value every step of the way throughout the entire sales, design, implementation, and follow-up process. Their customized approach to sales presentation training exceeded expectations, and we are excited about global implementation across our offices in more than 100 countries. LSA’s unique approach is an added game changer, and I recommend them to anyone looking to get high quality results.”

Eric Mugele
Executive Director Global Learning

Grant Thornton

We evaluated 6 well known sales development partners in the market. Late in the process we discovered an organization called LSA Global. We ended up selecting LSA global because of their unique model (bringing together best-of-breed organizations under 1 umbrella to deliver the best solution to meet a customer’s needs). Additionally, LSA had the strongest assessment, implementation, measurement, coaching, and global capabilities combined with an excellent program focused on true executive selling. We’ve had such strong feedback that the program has developed a buzz and there are requests to roll it out within the Marketing, Product Management, and Executive teams.

Stephanie Lucey
HR Manager

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