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

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

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to our specific. The preparation and energy was very apparent. The facilitator did a great job keeping everyone engaged and focused on what mattered most to our success.

I am very pleased with the results and like the very relevant and applicable sales negotiations tools. Great job!

Jack Lord
Vice President of Sales

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 needed a way to improve customer training. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a better way to go to market with our customer training that improved their experience and our brand positioning.

LSA delivered exactly what we needed and exceeded our expectations. Thank you.

Hinda Chalew
Vice President of Marketing

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 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

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 sales 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

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

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

LSA’s introduction and continuous reinforcement of the MEDRAD objectives, vision, and mission were very impressive. The majority now understands and is openly able to verbalize these key items.

LSA did a wonderful job introducing the importance of sales coaching and reinforcement and was able to keep everyone focused.

Cindy Steffen
National Manager, Telesales

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

We hired LSA to help align our sales strategy with our business strategy to sustain our hardware business while driving high growth in software and services. LSA’s ability to measure our level of strategic alignment, pinpoint areas of leverage, and get the entire executive sales team to agree upon what matters most exceeded our expectations.

I would recommend them to any sales leader who wants to drive sales performance.

Dan Dica
SVP Worldwide Sales

We wanted our Channel Managers to get sales 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 sales partnership with them.

Chip Whitman
Channel Excellence Manager

Originally, we launched a RFP to partner with a sales training provider to improve the sales skills of our global distributor network.

LSA Global challenged our thinking by suggesting we focus on the systemic sales strategy, culture, and talent factors that create sales success before we invested in the more symptomatic needs of sales skills and knowledge.

LSA Global identified the critical strategic actions to improve overall sales performance and then designed and delivered world class business sales training across the globe to help increase revenue and margin.

I’m so happy we took a more strategic approach to sales performance with LSA. Thank you for making this fit our culture.

Kim Benson
Director Human Resources

LSA Global rocks! Thank you for helping our executive team get aligned by creating a powerful and clear strategic direction and go to market sales growth plan that we could all fully commit to.

From a sales growth perspective, I am really energized about the outcome and grateful for what I have learned throughout the strategic clarity facilitation process.

Stacey Wong
VP Sales