Creating a High Performance Sales Environment

High Performance Sales Environment Diagnostic, Consulting, and Training

“It is often difficult to unify a leadership team on improving the performance within a business. The high performance sales environment process provided powerful yet easily understood information on the factors effecting performance at Cisco. This process unified my team on the specific actions to improve performance.”

Gerard Lithgow | VP Enterprise Sales North East USA | Cisco

“The high performance sales environment diagnostic facilitated clarity on what actions needed to be taken in order to improve the performance of my team and why these actions would have the greatest impact. Importantly the process unified my senior executive team around these actions.”
Charlie Brown | Senior Executive | Accenture

“Given your unique circumstances, what high performance sales “MOVE”, made today, will have the greatest effect on the performance of your sales force?”

According to the McKinsey Quarterly, a top quartile performing salesperson is 14 times more productive than an average performer.

What creates a top performing salesperson? We know that there are over 70 possible sales strategy and sales management actions available to a sales executive at any given time that can significantly change sales performance. With so many options, it is not surprising that many sales forces get lost in and frustrated by impractical sales theories and expensive sales consultants and technology trying to make sense of it all.

Based on over 16 years of high performance research with elite institutions such as Harvard, the U.S. Special Forces, Cisco, Accenture, MIT, NASA, and Juilliard, we can help you identify the top two sales performance moves necessary to drive high sales performance. Our clients tell us that our practical and action-oriented approach provides clarity and structure while producing measurable sales results.

Typically clients turn to LSA’s High Performance Sales Environment Diagnostic, Consulting, and Training to:

  • Understand how to “get more” from their sales force
  • Determine how to best execute their sales strategy from a “people perspective”
  • Identify the best “moves” to get their sales organization to realize its stretch objectives and sales targets
  • Benchmark their current sales performance environment against high performance sales best practices
  • Increase sales leadership accountability for sales performance improvement
  • Understand, in detail, the dynamics affecting high performance in their sales organization or sales team

After an initial education session to sales leadership, our usual approach involves 4 key steps:Diagnose: Understand the existing sales performance environmentusing our proven High Sales Performance Environmental Structure Diagnostic Tool.  The sales diagnostic enables sales leaders to quickly build a detailed picture of the current sales performance environment and accurately pinpoint key levers to improve sales performance.

1.  Diagnose
Understand the existing sales performance environment using our proven High Sales Performance Environmental Structure Diagnostic Tool.  The sales diagnostic enables sales leaders to quickly build a detailed picture of the current sales performance environment and accurately pinpoint key levers to improve sales performance.Typical outcomes include identifying:

  • Strengths and weaknesses of the current sales culture / performance environment
  • Likely accelerators and inhibitors to sales performance
  • Current and future ‘pressure’ dynamics that will most influence sales performance
  • Benchmark sales comparisons

2.  Strategize the Two Key Sales Moves
Review the diagnostic results with the Sales Leader and the Executive Team and agree on the two key sales actions that, if taken, will result in the most dramatic improvement in sales performance across the sales organization.

3.  Execute
Implement the two sales actions in a way that makes sense to your sales organization.

4.  Measure
Re-test to monitor progress against sales success metrics and to continuously improve.

The high performance sales environment diagnostic is available in the following languages:English, Czech, Hungarian, Estonia, Polish, Bulgarian, Romanian, Latvian, Lithuanian, Slovakian, Slovenian, Spanish, Portuguese (Brazil), Japanese (paper copy only), and Chinese (paper copy only).

If you would like to learn how our high performance sales environment expertise has helped leading organizations increase revenue, market share, and profitability, please contact us.

Related Information

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 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 our expectations. They really understood our business and delivered within tight time frames.  They were the best I have seen for this type of complex, visible and strategic work. 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 strategy and strategic execution to the next level.

Rob Sturgeon
EVP Client Delivery

Service Source

In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to develop and deliver the relevant skills, tools and processes that have established the foundation for our future success. We are very satisfied with our decision.”

Kevin Wiley
Chief Operating Officer

Nelnet

LSA Global demonstrated expertise in the sales leadership subject matter, spent the time to make sure the objectives were clear, and showed flexibility in shaping the session and sustaining it. Their facilitator “MEDRADized” the session, looked beyond the obvious, was enthusiastic, was able to keep people’s attention, made it enjoyable, and got the key points across.

Doug Stantial
North America Sales Training Manager

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

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

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

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

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

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

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 turned to LSA Global to help us take our executive selling and solution selling skills to the next level. 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.  I 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

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

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

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

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