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.

Related Information

Originally, we launched a RFP to identify and partner with a sales training provider to improve the skills of the sales teams in the distributor network. However, throughout the process, LSA Global challenged our thought processes and engaged with us by suggesting that we focus on the systemic factors that create a high performance environment first, before we focused on the more symptomatic needs of sales skills training. LSA Global has identified the two strategic moves that will enable us to create a high performance environment and we continue to seek their guidance on implementing those moves, as well as other key needs.

Kim Benson
Director Human Resources

Trimble

The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team.

Phil Rosenberg
Senior Vice President of Sales

sonycomputer-large

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 value the relationship we have had with LSA over the years. LSA has delivered top quality solutions when we needed them. They pay special attention to ensuring the content fits our current needs and that the facilitators are familiar with our business and culture. I would recommend them to anyone looking to greatly improve the skills of their sales force.

Carol M. Harbin
Manager, Worldwide Sales L&D

AMD

We engaged with LSA Global to deliver a sales territory planning and management workshop. LSA Global had a unique ability to quickly understand our business and needs. This keen understanding allowed for tailoring of content that was specific and impactful, which created a new awareness of how one’s role and how and with whom one spends their time, can directly influence sales success. Their facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a partner.

Pratiksha Patel
Assistant Vice President Talent

L'Oreal

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 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

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning and retention. This project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

Service Source

We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed. The custom strategy and design session exceeded my expectations. They really understood our business and turned around the project within a tight timeframe. LSA’s consultants were the best I have seen for this type of project. LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent. I would recommend LSA to anyone looking to take their plans and execution to the next level.

Rob Sturgeon
EVP Client Delivery

Service Source

LSA custom designed and delivered the best sales training session that I have ever attended. They focused on our industry, our customers, and our competitors. The materials and facilitators were world class. They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table. I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Sales

Cutera

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

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

LSA Global’s negotiation training assessment and workshop provided sales negotiation tools and practices that have significantly enhanced our negotiations process. Their facilitators understood our business, its challenges and framed the learning in a way that we understood. I am very happy with the value we have received from this program, and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

Service Source

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

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