Driving Revenue Velocity with Sales About Face

We assist you in creating a clear strategy to achieve your sales force development goals. Our experts will help identify your strengths, weaknesses, opportunities, and threats, and develop a roadmap for sustainable improvements in selling behavior and results. We also recommend identifying key influencers within your sales team and enrolling their support early in the planning process.and develop a roadmap for sustainable improvements in selling behaviour, end state results. Identify key influencers among the sales team. Enroll their support by including them early in the development of the plan.

Clarify and communicate the reasons for your Sales Force Training & Development initiative. Include the WHY behind the training, not simply WHAT the training is. Include your Leadership vision for success. Be upfront. Share with your sales team the rewards of success AND the consequences of not achieving the intended goals of the plan. Answer their question, "What's in it for me?"

The executive sponsor will serve as a key advocate for the Sales Force Training & Development initiative, reinforcing the company’s commitment to achieving the vision for change and goals. The sponsor will clarify the initiative's importance, ensuring it is viewed as a strategic priority rather than a temporary program. Their involvement will help neutralize any skepticism or the notion that "this too shall pass." The Executive Sponsor will provide timely updates to the sales team, emphasizing the initiative's significance and progress. This includes sharing milestones and success stories to maintain motivation and focus.
 

The sponsor will recognize and celebrate individual and team achievements during the training process. Highlighting examples of success will reinforce the positive impact of the initiative and encourage ongoing engagement.
 

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Establish and report on a combination of cause & affect short and longer range success criteria. Short range criteria express the early changes in behaviours and activities to be observed that will naturally lead to achievement of the longer range goals. Example: Short range behaviour change - increase new outreach top of funnel sales prospecting calls. Longer range result - Increase in new Stage 2 opportunities.

Identify specific leadership actions designed to reinforce training adoption and coach those slow to change through their personal resistance. Hold all members accountable for change. Eliminate excuse making. Focus coaching on action outcomes. Celebrate those early adopters holding them up as examples of success.