Categories: Adoption and Reinforcement
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.
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Categories: Adoption and Reinforcement | Sales Process
Is your sales process equipped to support your sales team in scaling revenue growth? Are there red flag and gaps that may require a new approach to drive repeatable wins and high-value margins? If you want to grow your sales organization, you need a sales process that provides the tools to manage, reinforce and coach on every pipeline opportunity. Whether you want to increase your average sales price, improve the reliability of your forecast or increase your cross-sell opportunities – your sales process needs to align with your buyer and be consumable for your sales team.
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Categories: Adoption and Reinforcement | Sales Transformation
There are many catalysts that bring on the need for sales transformation. Fluctuating economic conditions, changes in client expectations, technology developments, and product realignment are just a few of the many situations that are likely to land the need for change right at your doorstep. Yet despite these needs, a surprising number of initiatives for change will fail. In Leading Change, author John Kotter revealed research showing only 30 percent of change initiatives undertaken by an organization succeed. A McKinsey survey of 3,199 executives confirmed those findings.
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Categories: Adoption and Reinforcement
Reinforcement is a key component to sales transformation success. When companies spend money on new sales initiatives, it’s important that they conceptualize how to reinforce the methodologies once the initial training is finished. Here’s a tip – a binder full of spreadsheets and training insights isn’t going to do the trick. Adoption of any new initiative doesn’t happen without a plan. Rather, adoption is a mindset that influences the reinforcement of what a seller learns in training.
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Categories: Adoption and Reinforcement | Sales Conversation | Sales Process | Sales Transformation
Top management is the driving force when it comes to adopting strategy, new initiatives and overall effective sales transformation. In a study published in Harvard Business Review, researchers looked at more than 60,000 confidential responses to an employee satisfaction survey where employees answered questions related to change in their organizations. When new strategy was adopted successfully, there was nothing more effective than reinforcement from top management. In fact, researchers said that top management has a “profound impact on how well employees grasp and support strategy.”
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Categories: Adoption and Reinforcement
Adopting a successful sales program means there is an emphasis on the initiative from the top-down. Our clients have achieved successful adoption of new sales initiatives by following five disciplines: Priority, Relevance, Integration, Measurement, and Reinforcement. We call it a PRIMeR for success: Let’s look at the first letter – Priority.
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