Sales Coaching & Training with LSA Global

“We engaged with LSA Global for sales coaching training to help our team identify opportunities to accelerate our commitment to sales excellence.

The coaching and skill building workshops were adapted to our specific business dynamics and provided our sales and service reps with the models and tools to leverage on every customer call.”
Grant Clarke | Director Client Delivery | ServiceSource Corporation

“The sales coaching training enabled us to effectively position, bundle, and negotiate our newer high value offerings with our traditional services. The sales team feels empowered to “take back the high ground” to be the market leader in our industry.

Our performance certainly reflects the value we are bringing to our customers.”
David Zavitz | Vice President Sales | Livingston International

“Your sales coach is excellent. We also used him for sales leadership, and I cannot recommend him highly enough. Thank you!”

Shaun Callaghan | Sector Vice President Sales | Trimble Inc.

There is substantial evidence that sales professionals who receive consistent sales coaching from managers and mentors achieve significantly higher levels of performance than those who receive little or no coaching.

In fact, recent McKinsey research found that top sales organizations commit 79% more time coaching their sales reps. Our own sales rep assessment simulation data found that reps who are consistently coached outperform their peers 4-to-1 in terms of quota attainment. Unfortunately, the majority of sales leaders and managers tell us that they don’t have the skills or the time to coach their sales teams.

The truth is that most sales leaders and managers are preoccupied with hitting their numbers rather than meeting the needs of their sales reps.

The good news is that effective sales coaching improves your chances of success. And even if you feel you have zero capacity to coach others, it does not have to distract you from meeting targets. Based upon more than 800 sales measurement projects involving organizations from 72 countries and a broad spectrum of industries, this coaching workshop is based upon the proven characteristics of high-performing sales managers and sales leaders who consistently meet and exceed sales quotas.

As with professional athletes, the sales coach provides perspective and feedback that result in improved sales performance in terms of increasing revenue, meeting or exceeding quota, negotiating greater margins, having higher close rates, selling to executives, selling solutions, winning bigger deals, and achieving higher account penetration.

Do you have “B” and “C” players holding back sales performance?
Could your sales leaders use help to more effectively motivate their team members and equip them for success?
Would a formal sales coaching methodology lift your sales reps to a higher level of performance?
Are you lacking the sales tools and processes necessary to help your sales force succeed?
Would you like to improve the accountability and results of your sales force?
Are your sales leaders only coaching to the “lagging indicators” of performance?

If you answered yes to any of the above questions, then this proven workshop is for you.

Description
Sales Coaching Training for Superior Performance provides sales managers and sales leaders with the core coaching skills and tools necessary to facilitate the professional development of their sales teams through a consistent program and process.

The workshop focuses on the proven factors that contribute to high-performing sales teams in the areas of leading, coaching, and managing a sales team including:

Creating clear sales performance standards
Outlining the sales tools and sales processes required for success
Providing effective and timely sales feedback
Influencing others in a positive way
Playing various sales management roles
Developing and monitoring sales performance improvement plans
Reinforcing core sales skills and behaviors.

The Sales Coaching Training for Superior Performance workshop is an intensive process that uses modeling, structured group discussions, interactive exercises, and skill application to ensure the transfer of training to the job. It can be customized to map with any sales methodology and systems.

Outcomes and Benefits
As a result of effectively implementing the Superior Performance workshop, sales leaders typically:

Establish successful sales development plans linked to sales performance
Ensure the transfer of training to drive true behavior change and on-the-job skill application
Create a climate of trust that fosters an ongoing beneficial coaching relationship designed to influence behavior and increase revenue
Increase sales team satisfaction and engagement
Decrease sales team attrition

To facilitate the Transfer of Training™, the sales workshop is supported by a full set of tools, job-aids, coaching research, follow-up methodology, and sales training measurement options to assess the business impact.

Target Audience
Sales managers and sales leaders who want to lift their team’s performance.

To speak with an LSA Expert and learn about customization and delivery options onsite at your company, please contact us.

Related Information

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

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 critical 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

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding process. It 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 solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires.

I would highly 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 as we continue to scale.

Rochana Golani
Director, Global Sales & Technical Field Enablement

We value the relationship we have with LSA Global. They customize and deliver top quality sales solutions when we needed them. They pay special attention to ensuring the solution fits our unique needs, 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

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 definitely met my high expectations and were very responsive to my specific objectives. Thank you!

Olivia Flach
Americas Retail Sales

We evaluated 6 well known sales development partners in the market. We ended up selecting LSA global because of their unique ability to get results selling solutions. They also had the strongest assessment, implementation, measurement, coaching, and global capabilities .

We’ve had such strong feedback from the executive selling program that there are requests to roll it out within the Marketing, Product Management, and our Leadership teams. Thank you LSA!

Stephanie Lucey
HR Manager

LSA Global demonstrated excellent expertise in sales and sales leadership, spent the time required to make sure the objectives were clear, and showed flexibility in shaping and sustaining everything that they did.

They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense. Thank you!

Doug Stantial
North America Sales Training Manager

We selected LSA Global over several other sales experts based upon their ability to clarify and align our sales strategy, their expertise in identifying the critical sales scenarios necessary to meet our growth targets, and their willingness to stand behind the results with targeted sales management training and coaching and a pay-for-performance guarantee.

They have become an integral part of my sales team as we rapidly scale. I would recommend them to any sales leader looking for a true partner.

Anthony Lanham
SVP, Sales North America

At the onset of our engagement with LSA, I was skeptical that an outside firm would be able to understand and dissect our organization’s highly complex and technical business challenges.

However, through the leadership team interview and strategy retreat processes that LSA utilized, they provided a fresh, innovative, and practical perspective that created tremendous strategic value and focus for our executive leadership team.

As a result, I would highly recommend LSA Global to any leader struggling with building the strategic alignment and high performance teams necessary to generate sales growth, in a way that fits their unique corporate culture.

Robert Laudati
Managing Director

LSA Global’s sales negotiation training and assessment process provided the 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 and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

LSA always delivers the right sales and sales management solutions to meet our unique needs. I especially appreciate their ability to deeply understand our business and our culture so that they can design the most valuable and impactful outcomes for us and our clients.

Sarah Parks
Senior Project Manager

From beginning to end, LSA was as invested in making sure the program succeeded as we were. They not only met the needs of our sales organization, but they helped us meet our very tight launch deadline.

The consultant operated with the sense of urgency necessary to ensure that we were ready to roll the business sales training program in a way that made sense.

Without their dedication and sales 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

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

We engaged with LSA Global to deliver a highly customized sales territory planning and management workshop. They have a unique ability to quickly understand our business and needs. This keen understanding allowed for a sales solution that was specific and impactful.

Their sales consultants and facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a true sales partner.

Pratiksha Patel
Assistant Vice President Talent

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goals.

Their leadership, management, and sales expertise has been invaluable. They think strategically and provide a results driven plan – not just a temporary fix.

They are great to work with, and even more importantly, they “get it!”

David Fiano
Director of Merchandising