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.

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

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

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

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 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

We wanted our Channel Managers to get strategies and tools that would increase partner revenue and strengthen partner relationships. LSA Global’s ability to quickly understand our business and to bring experienced and proven resources to the table created credibility with both the executive and sales team. We look forward to continuing our partnership with them.

Chip Whitman
Channel Excellence Manager

Thermo Fisher

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 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

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

Sarah Parks
Senior Project Manager

Hyperion

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

We value the relationship we have had with LSA over the years. LSA has delivered top quality solutions when we needed them. They pay special attention to ensuring the content fits our current needs and that the facilitators are familiar with our business and culture. I would recommend them to anyone looking to greatly improve the skills of their sales force.

Carol M. Harbin
Manager, Worldwide Sales L&D

AMD

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

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

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

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Toolkits

Toolkits

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