Improving Sales Team Performance with a Fortune 50 Technology Company

• 98.5% Job Relevance
• 97.5% Satisfaction
• 125% Knowledge Gain
• 96% Net Promoter Score

The objectives of the initial phase were to develop and enhance the critical sales skills associated with the “qualify” and “develop” stages of their current sales methodology with emphasis on strategies for more effective executive selling to better influence the C-Suite about how core solution offerings map to and solve for key executive strategic priorities.  This was important because the current sales qualification process was creating an inaccurate and inflated sales forecast of prospects that did not meet agreed upon ideal target client criteria.

In essence, the sales team was wasting their precious time chasing unqualified sales leads with tactical approaches that did not align with what mattered most to their executive-level buyers.

Core Sales Competencies
Core competencies focused on improving sales team performance included the solution selling skills to better and more consistently:

• Gain Access to the “corner office.”

• Discover key executive-level goals, objectives, and needs through sales call preparation and executive-level discussions.
• Qualify prospects.

• Become a trusted advisor and long-term partner.

• Map key relationships and stakeholders to best navigate the account.

About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned