Get Your Solution Selling Team Back on Track

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Every sales manager’s nightmare is the one where you watch your top producers walk out the door, one after another. Of course you were counting on them to perform as they have in the past. In fact that’s why you took on such a high revenue target this year. It is critical that you stem the tide of exiting sales reps, fix the reason for the high turnover, and get your sales team back on track.

Taking this nightmare seriously puts you in the top 9% according to an American Management Association survey of 1,000 companies. They found that the bulk of those sales managers surveyed were not very concerned about losing their employees. What they did not consider are the reasons you should be worried: top sales talent is hard to find; it takes time to onboard and train new sales reps; there is increased competition for fewer jobs; and unhappy employees do not perform as well as engaged employees.

The first step should be open and honest exit interviews. If your reps have already secured another position, they will be more likely to answer your questions frankly. Be sure to frame your queries with your sincere desire to improve the situation.

The interviews could steer you in many different directions. The source of the problems could be poor management, mismatched hiring, inadequate sales compensation, unfairly drawn sales territories, overly complex sales processes, or the lack of tools that would make their job easier. These causes of turnover are fairly straightforward to fix and a good dose of solution selling training could help re-set your sales reps’ focus on customer needs. But consider a more comprehensive reason for sales turnover…the lack of a high performance sales culture that would sustain your team now and into the future.

The backbone of a high performing sales team is a common vision. Every team member should know in just which direction they need to pull, feel that their efforts are valued, and know how reaching team goals will benefit the organization as a whole.

Here is a step-by-step plan for creating a common vision:

  1. Gather the team together in several meetings to define your purpose as a team (why you do what you do), the end goal (what does success look like), the values that the team will work and live by, and how the team will carry out the vision in their day-to-day behaviors.
  2. Performance Expectations. Clarify expectations so each team member knows what they must do to succeed and what others are doing to reach the agreed-upon goal.
  3. Culture of Accountability. Establish a culture of accountability where adherence to the common vision is measured and rewarded and underperformers improve or exit in a timely manner.
  4. Encourage the sharing of ideas and issues in meetings that are ruled by mutual respect and honest, straightforward talk.
  5. Rewards and Recognition. Reward top performers and celebrate as milestones are reached. Too often, this step is ignored in the bustle of daily tasks but it is a critical one. If you want to keep your sales team on track, they must want to come to work each day. One of the major reasons they engage is how they are rewarded and recognized combined with the personal relationships they have built on the team. Engaged sales reps are more productive reps.

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What a personal and professional pleasure it has been to Partner with LSA. They are truly a strategic partner with Wyse. For more than 5 years, LSA has been engaged in delivering various training and development solutions for Wyse, from custom on-site programs targeting specific core competencies, to working individually with clients to build job skills, and offering invaluable services to me and my team as we continue to build our learning programs. LSA’s representatives do more than sell a product, they offer a full service solution: they understand our business, our strategic initiatives, and the needs of our customers.

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I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.

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I continue to be impressed by the level of leadership development and management expertise and quality of advice and facilitation that LSA has to offer. What a smart and client-centric group of great people who really know how to help leaders attract, engage, develop and retain top talent.

Tracy Esposito
Director, HR Business Partner

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

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“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP Human Resources

We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.

Ivan Fukumoto
Senior HR Manager - Staffing, Training, & Development

LSA helped change our entire culture around meetings, making them more effective and efficient, thus enabling us to concentrate on driving more business.

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VP of Human Resources

I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.

Greg Pappas
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LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.

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I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.

Duane Schroeder
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LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.

Stephanie Webb
HR Program Manager

Rambus

LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.

Emily Couey
Director of Human Resources

LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

Judith Onton
Vice President Human Resources

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

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