Strategy & Culture Whitepapers

Thank you for your interest in LSA's Strategy & Culture Best Practices Research Whitepapers.

3 Big Mistakes to Avoid When Cascading Your Corporate Strategy
It is one thing to draft a compelling strategic plan with your executive team. It is an entirely different and more challenging matter to execute that strategy effectively and consistently through the organization.

3 Critical Red Flags to Watch for at Your Strategic Accounts
What would happen if you lost one of your strategic accounts? A critical part of strategic account planning is recognizing just where there is risk of loss and acting quickly to save the situation.

3 Sales Trends Impacting Your Sales Strategy
The world of sales continues to change for most sales teams and sales leaders.  Are you paying attention to these three sales trends?

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.

4 Science-Backed Steps to Better Sales Forecasting
Unless you are the minority, your sales forecast are woefully inaccurate.  Read about four steps to get a more REALISTIC sales forecast.

4 Smart Steps to Determine When to Hire or Fire Salespeople
One of the most difficult decisions a company has to make is figuring out the optimum size of its sales force. There are so many things to consider…not least of which is determining how soon the investment will pay off.

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.

5 Sales Performance Coaching Best Practices
Our belief is that without coaching, reinforcement of any methodology becomes very difficult. In our experience, you must have proper training, an appropriate methodology, and follow-up coaching to be successful.

5 Warning Signs that Your Managers Are Falling Behind Strategically
Managers matter. Yet, too many high-growth companies mistakenly exclude their managers from the very strategic planning and implementation processes required for them to excel as managers.

7 Proven Tips on How Your Sales Team Can Truly Work as a Team
Would your complex sales be better accomplished by dedicated teams at various stages in the buying process?

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.

Changing Corporate Culture: 4 Do’s and 3 Don’ts
Leaders are beginning to better understand the importance of culture.  Changing an entrenched attitudes and beliefs however, is one of the toughest leadership tasks you will face.

Do Managers Really Make a Difference?
How do we get managers and senior executives more involved in training and development initiatives?  With tightened budgets and increased pressure to perform, we are getting asked this question more than ever before.

Do You have a High Performance Culture to Drive Your Strategy?
It is your job as a leader to shape and align your culture to move your strategy forward.  Culture accounts for 40% of the difference between high and low performing organizations.

Don’t Be Fooled into Making Bad Moves Related to High Sales Force Turnover
Are you seeing too high a rate of turnover in your sales force? Experts have studied the problem and have come up with some very interesting numbers…based upon thousands of exit interviews and surveys.

Grow Your Sales Culture to Exponentially Grow Your Sales
Many sales leaders still mistakenly believe that organizational culture is “soft” stuff that does not impact the top line. Fortunately, the shaping and aligning of corporate culture has become a hot topic.

How to Hire Top Sales Talent – 4 Tips Your Competition Does NOT Know
All sales teams have clear winners (high performers) and clear losers (low performers).  Finding and hiring those winners can make an immense difference in team performance.

How to Identify and Meet the “Right” People in Your Strategic Accounts
Who are the “right” people?  They are the ones who can break down or build up your opportunities. Identifying and meeting them is crucial to your success.

How to Onboard New Sales Reps and Keep Them – Best Practices and Warning Signs
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 stay over the long term.

How to Optimize Your Sales Force in the Face of Increased Performance Pressure
For sales leaders willing to look beyond a weekly sales forecast, there are a few smart moves you can make to greatly improve sales performance.

Is Your Sales Strategy Clear Enough? Probably not…
Too many sales teams are moving too quickly to create and clearly articulate the basics of a solid sales strategy other than quarterly revenue targets.

Moving Beyond Consultative Selling to Grow Faster
Why consultative selling skills and product knowledge are not always enough to beat your competition.

Productivity and the Ideal Client Profile
When we have an Ideal Client (IC), our sales time collapses, productivity soars, deals are larger, and these ICs are thrilled to refer us to other ICs—never to a P.I.T.A. (pain in the a**).

Sales Performance Pressure: How Much Should a Sales Leader Push?
Sales leaders are expected to create the sales culture that produces the most from sales teams.  If they push too much or too little, revenue, margin, win-rate or deal-size targets are at risk.

Should You Facilitate Your Own Strategy Retreat? 3 Guidelines to Help You Decide
When conducting a strategy retreat, you have options.Here are three situations that call for an outside facilitator if you want to be successful.

Smart Sales Management Advice – When to Say Good-bye to Poor Performers
A salesperson is not performing up to expectations but has some “big deals” in the pipeline that sound pretty promising.  Is it better to hope they come through next quarter or to let them go now?

Solving the Mystery of Successful Strategy Execution: What to Do Once Your Strategy Retreat Is Over
Successful execution typically means making hundreds of decisions every day. The challenge is to be clear on how each choice drives the strategy forward.

The 15 Warning Signs Your Sales Team is Headed in the Wrong Direction
The May 1, 2017 Selling Power Conference keynote address on sales strategy, culture and talent warning signs to avoid to grow 58% faster and be 72% more profitable.

The 4 Big Signs that Your Sales Territories Need Redesigning
Launching a re-design of your sales territories is like opening Pandora’s Box…it may sound easy but it can have drastic and unforeseen consequences.

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.

The Keys to Creating a High Performance Sales Environment
Are you hitting your sales targets? Read about the 6 steps that a sales leader must take to build a high performance sales environment.

Top 3 Things You Should Know About How Your Salespeople Spend Their Time
If your salespeople are not spending their time productively, they will not optimize performance.  Do you know what occupies them during the work day?

Want Hiring High Performance Sales Reps? Avoid 9 Types of Sales Reluctance
Salespeople and hiring managers can identify potential problems before hiring someone. To drive sales performance, avoid these nine traits.

Benefits of Registering

By registering, you will gain instant access to the complete Whitepaper
and Toolkit library.

Register Now

Congratulations on your pro-activity in establishing this program and developing such an effective New Employee Orientation course.

Farhat Ali
President and Chief Executive Office

Fujitsu

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

SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.

Kortney Riddle
HR Manager

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

We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

LSA Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.

Because of the unique nature of our business, Excel is a core application in our accounting organization. After three attempts to find an Excel consultant who is capable of helping our finance team integrate advanced applications into our work processes we found LSA and Alex. He was not only a “Real” Excel expert but was masterful in helping us identify where to use Excel applications in our processes to increase our group’s efficiency.

SPO Partners & Co
Kim Silva, CFO

Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.

Susan Anderson
Workforce Planning Bureau

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

Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.

Deanna Rudnitsky
Senior Manager, HR Destiny Sales Region

LSA has been a tremendous asset to my portfolio, both at my current company and my past company. As an HR leader, I am always looking for ways to find external resources that can provide a solution to our management training needs. LSA does that for me. Their solutions are presented in a much more leadership-oriented manner so as to be crisp, business relevant, and easy to apply right back on the job. I will continue to augment our programs using LSA solutions.

Ken Boehm
VP of Human Resources

The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.

John Mastrorilli
FRDP Leader

Intuit

LSA’s consultant designed and delivered a half-day team building solution for our recent conference. It included careful customization to integrate the design with our new mission and values. Everyone had fun and identified key issues with our teamwork. Altogether a great program!

Bob Ward
Director of HR

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

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

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

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

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