by GrowthPlay Library / June 17, 2015
As a sales leader, one of your biggest contributions to transforming your sales force is reinforcement. If you want to change behaviors in your sales team, you need more than a two-day training. Your salespeople need to approach their coveted opportunities in a way that demonstrates your solution’s value and its differentiation. You need a shift in mindset, one that influences the design, development, delivery and reinforcement of your new sales methodology and your sales transformation process.
Most sales organizations have gone through their fair share of sales enablement programs. A lot of your reps and front-line managers probably approach any new sales training with a bit of cynicism. Your job as a sales leader is to set the stage for success. Think of the training sessions you’ve sat through in your career. Which ones fell flat? Which ones made a lasting impression? What made the successful ones change behaviors?
Ensure your next sales transformation initiative is worth the money. Evaluate your organization’s ability to succeed with these 15 key questions.
Your Organization’s Background
Remember the key to successful adoption of any sales strategy is a mindset, rather than a single action. The right mindset—or the wrong one— will affect reaction to design, development, delivery and reinforcement of any initiative. Do the work on the front end to drive success. This due diligence will ensure you improve revenue and create measurable results.