Coaching: Sales Organizations

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• Have sales activities flat-lined (or worse) in frequency and results with no signs of improvement?       

• Is there a sense of prevailing negativity about your organization and customers – even people’s own careers?

• Does everyone appear busy and time-strapped even though the business is not succeeding?

• Are client relationships vulnerable to competition because they’re being taken for granted and under-serviced? 

• Are people trapped in silos and not collaborating enough? Did Covid make it worse?

Your answer is a purposeful transformation of your sales organization. This is the solution to the pain points you are experiencing and the key to putting your organization back on a successful track.

Why do I say “purposeful transformation"? Because I know that sales organizations that succeed in the long term define and live by guiding principles in three areas:

• Perspective & culture

• People growth  

• Customer relationships

My approach to achieving purposeful transformation has two phases:

Phase 1: Organizational

Establish the critical elements of perspective, culture and strategic growth that will guide your sales organization in the future. Many, if not all, of these elements already exist in some form in your organization. The key is extracting them.

To do that, I interview you and your sales leaders, your sales people, and key company executives comprehensively. I understand how your organization is seen and experienced, how it fits in (and doesn’t) with the rest of the company, and what effects it has on the people it depends on. Then I work with you to define the guiding principles for each of the three areas that will drive your purposeful transformation.

Phase 2: Individual

Starting with the interviews as a basis of trust and understanding, train each key individual in the sales organization to be their “best selves” in support of your purposeful transformation. Teach each player to exploit their unique talents and overcome their mental and behavioral roadblocks to success.

My most important tool in this phase is the Nine Non-Negotiable Behaviors for Purposeful Transformation. Developed over 25 years and repeatedly validated, the Nine Behaviors provide a dynamic framework to fuel transformation at both the individual and organizational levels. The beauty of the framework is that it is both holistic and modular. It lays out a progression that decisively drives a complete organizational transformation, while empowering each individual in the organization to focus on the specific behaviors that will improve personal performance. This “top-down-bottom-up” approach provides direct and immediate value for all team members regardless of their experience level. And it fosters stronger alignment and collaboration across the organization.