Download - 7 disciplines of effective sales culture
5 Min/Week 58% of managers think they provide enough
coaching, YET
65% of employees want MORE coaching No coaching = 2% of staff are engaged
Coached to Weaknesses = 20X more engaged | Strengths = 30X
Today’s REALITY
Tomorrow’s VISION
FIRST Step
Know what matters!
Measure what you can; Discuss what you can’t
Today’s REALITY
Tomorrow’s VISION
FIRST Step
Define: • Results (& Consequences) • Driving Behaviors • What to Measure| Discuss • What Employees Self-‐Report Today’s REALITY
Tomorrow’s VISION
FIRST Step
Create Account Strategy Plans
-‐ Know client vision, goals, industry challenges, compe))ve landscape
Review Game Film -‐ Whether you Win or Lose
Today’s REALITY
Tomorrow’s VISION
FIRST Step
GO • Praise your high performers • Challenge your average performers • Counsel your underperformers
Today’s REALITY
Tomorrow’s VISION
FIRST Step
All Contribute (or leave)!
Give your goals an iden?ty
An emo)onal reminder of WHY
Emo)on drives Ac)on
Today’s REALITY
Tomorrow’s VISION
FIRST Step
1. Marke)ng 1st step of selling 2. Fill Pipeline Make contact 3. Document Info about prospect 4. ID Needs How will you implement?
5. Selling Steps Define convos/mtgs
Today’s REALITY
Tomorrow’s VISION
FIRST Step
If you can’t describe what you are doing as a
PROCESS, you don’t know what you’re
doing. - W. Edwards Deming