At Leader in Motion we strongly believe that training alone simply doesn’t change behaviour or drive results.
Investing in training can be a terrific academic exercise and it can often energize a group temporarily by bringing your team together, but training for training sake does not impact performance in the long term. The sessions are simply not customized enough to your specific business problems and the solutions are simply not ‘sticky’ enough to truly impact business performance.
As experts in change, we focus on driving new and improved behaviours to help close a specific gap on a business issue. Here’s how our process works:
8 Steps to Successful Transformation & Training:
- Define: Clearly define the issue the organization is working to solve. Ensure we clearly understand how we can measure a successful engagement.
- Analyze: We spend time one on one with people in your sales organization to get first hand insight into what they are seeing in their customers, metrics, internal to the business and sales management practices. We work to ensure we really listen to the needs at all levels in the organization before we ever step foot into a training session.
- Design: We take the business objectives and the subjective insights the leaders and team give us and we roll up our sleeves and get to work. We lay out a 12 month program that will help you launch, reinforce and ultimately hold people accountable to developing an improved set of selling behaviors.
- Approve: Once we have the structure of the engagement defined, we hold a discussion with senior leaders to get final sign off and understand their commitment to helping drive this change forward.
- Launch: We launch the first set of tools and get the team aligned. Each session is a working session; no passive learning or checking out mid-session. The session requires participants to take a close look at their own live deals, customer discussions and pipelines to determine how they need to develop new actions plans.
- Act: The team leaves the session with new action plans and deadlines to deliver. We work along-side your leaders to help keep this discussion alive within the organization until the next session occurs.
- Coach: As always, when team members get ready to act, the real things that hold them back start to occur. Here’s where the power of coaching comes into play. Either we coach your team direct or we coach your leaders on how to coach the team. No matter what, we are going to ensure we eliminate all obstacles and allow for “no excuses” – if we are committed to change, we are taking action.
- Track: From here, we need to build the continuous improvement loop. Celebrate success, identify new gaps and plan actions to close the gap again. We practice this over and over until it becomes habit. Once it’s a habit, we know it’s easier for leaders and team members to sustain the great work they are doing.
When this process is applied, Sales Transformations often lead to:
- Sales teams that are highly focused on understanding customer’s unique challenges
- Sales teams that know how to better position value to the customer instead of getting stuck into price wars
- Sales teams that know how to differentiate themselves on the way they interface with the customer, not relaying on benefits of the product alone to win the business
- Sales teams that understand the customer’s unique decision making processes and internal structure and they are aware of this as they build the right relationships
- Sales people who understand how to proactively manage their pipeline instead of waiting until end of month/quarter/year to “explain” their results
- Sales people who dive deep and wide into large accounts and know how to mobilize other parts of the organization to help protect large customer relationships
- Sales teams that regularly uncover why they win and why they lose so they tighten up best practices
- Sales teams that know that it takes quality of interaction and quantity of interaction with prospects and customers to win; what doesn’t get measured, doesn’t get done