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 custom designed and delivered the best sales training session that I have ever attended. They focused on our industry, our customers, and our competitors. The materials and facilitators were world class. They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table. I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Sales

Cutera

We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.

So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.” We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.

Patrick Arnold
President

Filice

We engaged with LSA Global to help our team identify opportunities to accelerate our commitment to sales excellence as “The Service Revenue Performance Company” in our market place. The facilitator’s shared passion for our goals created a foundation for sales skill adoption, as did LSA’s keen understanding of our unique business environment. This insight allowed LSA to deliver customized business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

Service Source

LSA Global’s negotiation training assessment and workshop provided sales negotiation tools and practices that have significantly enhanced our negotiations process. Their facilitators understood our business, its challenges and framed the learning in a way that we understood. I am very happy with the value we have received from this program, and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

Service Source

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning and retention. This project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

Service Source

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 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

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

Mercury-large-gray

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

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level, which will ultimately help our customers succeed. Their ability to formally assess our situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative – has been outstanding. LSA delivers the full solution; not just sales training and I would recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

Daniel Heckman
Director of Sales-Enterprise Accounts

Avid

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

Medrad-large-gray

This was our first experience working with LSA, and we were not disappointed. From beginning to end, they were as invested in making sure the program succeeded as we were. They not only met the needs of our organization, but they helped us meet our very tight launch deadline. The consultant operated with the sense of urgency necessary to ensure that by the end of the training the trainer sessions we were ready to roll the program immediately out. Without their dedication and expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D

Plato-large-gray

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

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

sonycomputer-large

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

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