Get Your Solution Selling Team Back on Track

A running track with multiple lanes goes all the way to the horizon featuring the word "go"

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.
Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.

Frank Abbott
Chief Financial Officer

community-healthgroup-large

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

Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

Frank J. Kuypers
Business Development Manager

cisco-large

We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.

Michelle A. Mitchell
Vice President, Worldwide Human Resources

RiverStone-large-gray

LSA provided top notch solutions right when and how we needed them. They exceeded my expectations from a speed, quality, and cost standpoint. I recommend them to anyone looking for a true business partner in the Learning and Development arena. The breadth and depth of their expertise has helped us hit tight deadlines across multiple projects.

Fortune 500 Financial Services Company
Director of Infrastructure & Technology

PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.

Ken Boehm
Vice President of Human Resources

palmsource-large-gray

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.

Phyllis Moracco
HR Director

JSR-large-gray

For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!

Elizabeth Siebert
Director, Organizational Excellence & Development

Intuit

On behalf of Roche and my staff I would like to sincerely thank you for your help with this. The English as a Second Language (ESL) assessment and coaching that you provided for our team was a great success.

Cam Greig
Associate Director

Roche

I am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

Skyy-large-gray

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

sonycomputer-large

We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.

Anita Luckinbill
Director, Human Resources

Skadden-large-gray

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.

Jeff Rangel
Director of HR

Logo - Gray - WYSE

Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.

Janice Passarello
Director of Human Resources

harmonic-large

We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.

Barry L. Byrd, SPHR
Human Resources Manager

OMNI-large-gray

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

icon_expert-blog

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More