How To Raise Your Sales Performance Conversations

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Insights that make an impact
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Sales Management Tips How to Raise Your Sales
Performance Conversations
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Current situation

• Sales managers are squandering opportunities to
  raise the level of their team members
  performance in terms of behavior change and
  revenue results.

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Complications

• Their performance conversations are ineffective
  because they
• Just wing it
• Are imprecise in their description of the reps
  behavior
• Give no clear guidelines as to how the reps can
  grow their skills and revenue

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implications

• If sales managers could add some scientific rigor
  to these performance conversations, they could
  begin to transform the overall performance of
  their team.

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LSA Point of view

• Performance conversations should include
• A clear definition of success
• Specific proficiency expectations
• Ongoing support
• A system to measure and monitor results
• to increase the likelihood that the sales reps
  will be successful at changing their behavior.

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About LSA Global

• Founded in 1995, we are a consulting and training
  firm that helps high growth companies get there
  by aligning their culture and talent with
  strategy.
• Who we work with - Leaders
• Our clients are typically mid-market leaders of
  high growth companies who want to avoid the
  culture and talent mistakes that keep so many
  great strategies from becoming a reality. The
  majority of our clients come from the high-tech,
  life-sciences, and service industries and often
  lack the internal resources or expertise to get
  the job done. They want more than what
  traditional consulting and training approaches
  can deliver. They think systemically and demand
  results.
• What we do 3X Alignment
• We get results. We are a consulting and training
  firm that helps high growth companies get there
  by aligning their culture and talent with
  strategy. We call this 3X Alignment. It is
  based upon the premise that neither talent, nor
  culture, nor strategy alone will produce results.
  Operationally, we are organized in seven key
  practice areas Sales, Loyalty, Leadership,
  Management, Project Management, Change, and
  Assessment/Measurement.
• Our Guarantee - Results
• We formally measure everything we do and tie our
  compensation to measurable outcomes for your
  business. We are fiercely devoted to the success
  of our clients and guarantee results.

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Tristam B. Brown Chairman CEO LSA
Global tbrown_at_LSAGlobal.com 925-258-0582 www.LSAG
lobal.com