Identifying Key Sales Competencies and Gaps: Technology

Identifying Sales Core Competencies and Skill Gaps

Client Case Study

Situation

This fast-paced technology company knew that to position ourselves for a successful fiscal year that they needed to quickly and accurately identify the mission-critical selling skills within their sales teams to combat an ever-changing competitive landscape.

The company wanted to conduct a performance-based assessment of their sales professionals to have executives and their 200+ person sales force agree upon the top “money making” sales skills required to execute their new go-to-market strategy.  

Complications

  • Increased Pressure: Although the company had a substantial install base, revenue, cost, pricing, and competitor pressures are increasing.
  • Changing Landscape: While the company once dominated their market, recent product quality and acquisition challenges have opened the door to competition.
  • New Strategy: To respond to these pressures, the company introduced a new product and sales strategy to expand the product portfolio, position solutions vs. products, and to move up the value chain.
  • Executive and Solution Selling: To support the new strategy, the company would like to increase executive and solution selling skill sets to beat the competition and drive larger deal size.

  • Looking for a Partner: The company has met with other sales providers and was not satisfied with their levels of flexibility, approach, depth of solutions, ability to customize, or reinforcement and measurement offerings.

  • Geographical Differences: Europe, Asia and the Americas all face different customer, market, employee, and competitor challenges.

Approach

  1. Identified key metrics to move: Days to Proposal and Days to Close
  2. Identified target audience: 218 sales reps
  3. Interviewed sales executives and staff in North America, Asia, Europe, and Latin America
  4. Created a customized Leader Assess Survey for executives and leaders to prioritize the key sales competencies required to succeed both now and in the future based upon a database of 150 behavior-based sales questions
  5. Created and administered a customized Team Assess Survey to identify the proficiency levels of the sales force across teh core sales competencies
  6. Correlated high and low proficiency levels to Days to Proposal and Days to Close
  7. Created customized training and development plan
  8. Designed, implemented and measured experiential sales learning solutions across four continents to drive sales success

Results

  • 96% response rate
  • 8 key solution selling competencies agreed to by leadership out of a list of 150 behavioral-based sales competencies across : Solution selling, Business and Financial Acumen, Qualifying, Positioning and Presenting, Negotiating and Closing, Managing Accounts Receivables, Sales Performance Coaching Skills, and Team Alignment
  • 53.1% difference in Days to Proposal between high and low proficiency levels across the 8 key skills
  • 17.9% difference in Days to Close between high and low proficiency levels across the 8 key skills
  • Identified Top four major skill areas to reinforce: Positioning and Presenting, Negotiating and Closing, Managing Accounts Receivables and Team Alignment
  • Identified bottom four skills areas to develop: Sales Performance Coaching, Business and Financial Acumen, Qualifying and Solution selling

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 engaged with LSA Global to deliver a sales territory planning and management workshop. LSA Global had a unique ability to quickly understand our business and needs. This keen understanding allowed for tailoring of content that was specific and impactful, which created a new awareness of how one’s role and how and with whom one spends their time, can directly influence sales success. Their facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a partner.

Pratiksha Patel
Assistant Vice President Talent

L'Oreal

We evaluated 6 well known sales development partners in the market. Late in the process we discovered an organization called LSA Global. We ended up selecting LSA global because of their unique model (bringing together best-of-breed organizations under 1 umbrella to deliver the best solution to meet a customer’s needs). Additionally, LSA had the strongest assessment, implementation, measurement, coaching, and global capabilities combined with an excellent program focused on true executive selling. We’ve had such strong feedback that the program has developed a buzz and there are requests to roll it out within the Marketing, Product Management, and Executive teams.

Stephanie Lucey
HR Manager

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 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 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 always helps us provide the right sales, management, and leadership programs at the right time to meet the unique needs of both individuals and departments. I especially appreciate their ability to deeply understand our business and our culture so that they can recommend the appropriate solutions.

Sarah Parks
Senior Project Manager

Hyperion

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to business 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

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 selected LSA over a handful of other experts to assist with a key sales leadership imperative. LSA added value every step of the way throughout the entire engagement. 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 Strategy-to-Results approach is an added game changer.  I recommend them to anyone looking to get high quality results when it matters most.

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

For the past 5 years LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training content and lessons engaging and relevant. We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

Seagate

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

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

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

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