Sales Toolkit

Your toolkit resources are outlined below.

Effective sales leaders grow revenue and profits through organizational alignment by ensuring the go-to-market sales strategy is clear, building a high performance sales culture and attracting, developing, engaging and retaining top sales talent.

An email has also been sent to you containing the instructions to access our complimentary online sales performance health check. This 10-minute online diagnostic analyzes how you stack up against the sales best practices of leading organizations. Please let us know if you have any questions..

SALES ALIGNMENT ARTICLES

  • Alignment Research Findings
    We launched a research initiative to understand what distinguishes the winners from the losers.  What we found? Highly aligned companies grow 58% faster, are 72% more profitable and significantly outperform their peers by focusing on seven alignment factors that matter most.
  • Alignment: The Missing Leadership Ingredient Not to Miss
    A great strategy can be rendered utterly useless by an ineffective culture and average talent. The proper alignment of strategy, culture and talent allows organizations to thrive and outperform their competition. Culture creates the environment to succeed. Talent gets the results. Read how to make this happen.

STRATEGIC SALES CLARITY ARTICLES

  • Is Your Sales Strategy Clear Enough? Probably Not
    Effective sales strategies guide the undertakings of the entire sales organization, provide rationales for resource allocation, and sharpen decision-making at every level. A bad sales strategy creates ambiguity and opens the door to politics, bad choices, chasing the wrong deals and lower performance.  Are you set up to win?
  • 4 Steps to Identify and Target Your Best Clients to Accelerate Growth
    Customers who “fit” better than others consistently produce higher revenue, profits, and satisfaction. This is the consequence of shorter sales cycles, less problems, more rewarding relationships, better results, and more referrals.
  • 3 Smart Strategies to Scale and Upgrade Your Sales Team
    Most of our clients are looking to grow their sales force to meet ever increasing revenue expectations.  But they face four complications that make it difficult to effectively scale and build a high performance sales team.

HIGH PERFORMANCE SALES CULTURE ARTICLES

  • Creating a High Performance Sales Environment
    We believe that it is the Sales Leader’s challenge to create the circumstances that stimulate improved sales performance and execution from the sales organization. Learn about the 3 keys to success.
  • Grow Your Sales Culture to Exponentially Grow Your Sales
    I used to think that culture did not matter. I know better now.  Even after Peter Drucker declared that “culture eats strategy for breakfast,” many sales leaders still mistakenly believe that organizational culture is “soft” stuff that does not impact the top line.
  • Performance Pressure: How Much Should a Sales Leader Push?
    As sales leaders, we are expected to create the sales culture that produces the most from our sales and service teams.  If we (or our sales culture) push too much or too little, we may not meet our revenue, margin, win-rate or deal-size targets. How do we strike the right balance?

ATTRACTING, DEVELOPING, ENGAGING AND RETAINING TALENT ARTICLES

  • The Truth About Sales Coaching and the Biggest Mistakes
    While the debate about the value and necessity of sales coaching may be over, most sales leaders – if they’re honest – will tell you that they barely have time to manage their sales teams – and they just don’t have time to coach. What if you could cut your coaching time in half and get better results?
  • Best Practices and Warning Signs: How to Keep and Onboard New Sales Folks
    Because it takes time and money to get new salespeople up-to-speed and because buyers want stability, most of our clients want their sales force to get up to speed quickly and stay over the long term.
  • Upgrading Your Sales Force
    Learn how to increase revenue, margins, and personal success by turning more of your “B” Players into “A” players.  When it comes to investing in your sales force, the greatest return comes from concentrating on both your A and B players.
  • The 4 Most Important Attributes to Look for When Your Sales Reps are Missing Their Targets
    Almost 80% of your reps may be under-performing. It is the sales leader’s job to hire, engage and retain high performers and weed out under-performers.  Read about the four most important attributes to incorporate into your hiring profiles and your performance management processes to create a high performance sales team.


About LSA Global
LSA Global is a performance consulting, training and coaching firm that helps companies grow 58% faster and become 72% more profitable by aligning their culture and talent to their strategy. We measure our success in terms of our client’s success in increasing revenue, decreasing costs, and improving productivity. If we do not make an impact, you do not pay. It is that simple.

LSA Global was founded in 1995 on the principle that training “by itself” will not drive tangible change or business results. Companies that are not satisfied with traditional training and consulting approaches like to work with us because we get results. We are fiercely devoted to their success.

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time by recommending ‘best in class’ vendors to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile. They truly understand the meaning of customer delight.

Amy Walker
Manager

Seagate

Seagate has always found LSA to be a valuable resource. LSA delivers top quality solutions when we need them with just one call. The recent business sales training programs they’ve delivered for Seagate University have been the right solution, highest of quality and customized to our business and culture. I would highly recommend LSA to any company interested in offering top notch learning solutions.

Tammy Dujmovich
Sales, Marketing & Customer Service

Seagate

LSA is an excellent training outsource partner! They listen to our needs, are responsive and work at a pace that keeps up with ours. We have found LSA to bring strategic and innovative solutions to meet our business problems by partnering effectively with our staff. I consider them to be an external extension of our team.

Wendy Chinn
Sr. Director, Global Sales Enablement

We selected LSA over a handful of other experts to assist with a key sales imperative. LSA added value every step of the way throughout the entire sales, design, implementation, and follow-up process. Their customized approach to sales presentation training exceeded expectations, and we are excited about global implementation across our offices in more than 100 countries. LSA’s unique approach is an added game changer, and I recommend them to anyone looking to get high quality results.”

Eric Mugele
Executive Director Global Learning

Grant Thornton

The introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission was very impressive. By the end of the session, a large majority of the audience understood and was openly able to verbalize these items. LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep the groups focused.

Cindy Steffen
National Manager, Telesales

We originally engaged with LSA Global to help our subcontract administrators and buyers develop better negotiations skills. As manufacturers of satellites, we have many sole source companies to procure the required parts.

Our teams must be able to interact effectively with international companies. This environment uniquely challenges our team in their ability to create equitable contracts, while preserving and strengthening our supplier relationships.

LSA Global not only provided our team with the skills to negotiate effectively and consistently, but we further expanded our relationship to include consulting around our negotiations’ process, measurement of our negotiations, and one-on-one coaching for our team members. We are very pleased with the result of our partnership with LSA Global.

Vivian Mackintosh
Vice President of Materiel

Space Systems Loral

One of the most dynamic sales training programs I have had the pleasure of being involved in. Nothing I have experienced comes close to them. The sales principles are unique to contact centers and can be applied effectively in sales and customer service-oriented operations.

Software Company
Director of Sales Development

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding and measurement process. The process was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training and reinforcement made all the difference.  The pilot program in EMEA was a big success and the solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires. We are continuing to work with LSA Global to scale the program in other GEOs and expand to cover more roles at VMware.  I would recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally across VMware as we continue to scale.

Rochana Golani
Director, Global Field Readiness

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to specific needs at Blackhawk. The preparation and energy was very apparent. The facilitator did a great job keeping the class engaged for the entire day and focused on what mattered most to our success. I am very pleased with the results and like the very relevant and applicable sales negotiations tools. Great job.

Jack Lord
Vice President of Sales

Blackhawk Network

The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team.

Phil Rosenberg
Senior Vice President of Sales

We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed. The custom strategy and design session exceeded my expectations. They really understood our business and turned around the project within a tight timeframe. LSA’s consultants were the best I have seen for this type of project. LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent. I would recommend LSA to anyone looking to take their plans and execution to the next level.

Rob Sturgeon
EVP Client Delivery

Service Source

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

Originally, we launched a RFP to identify and partner with a sales training provider to improve the skills of the sales teams in the distributor network. However, throughout the process, LSA Global challenged our thought processes and engaged with us by suggesting that we focus on the systemic factors that create a high performance environment first, before we focused on the more symptomatic needs of sales skills training. LSA Global has identified the two strategic moves that will enable us to create a high performance environment and we continue to seek their guidance on implementing those moves, as well as other key needs.

Kim Benson
Director Human Resources

Trimble

LSA is a great and high quality training and consulting resource. In less than a week turnaround time, they were able to design and deliver a ‘best in class’ inside sales solution to meet my team’s unique needs. They met my high expectations and were very responsive to my specific objectives.

Olivia Flach
Americas Retail Sales

Sandisk

We needed a way to improve training with our customers. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a way to go to market with our training that improved our customer touch. LSA delivered what we needed in the time we required.

Hinda Chalew
Vice President of Marketing

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