Strategy & Culture Whitepapers

Thank you for your interest in LSA's Strategy & Culture Best Practices Research Whitepapers.

3 Big Mistakes to Avoid When Cascading Your Corporate Strategy
It is one thing to draft a compelling strategic plan with your executive team. It is an entirely different and more challenging matter to execute that strategy effectively and consistently through the organization.

3 Critical Red Flags to Watch for at Your Strategic Accounts
What would happen if you lost one of your strategic accounts? A critical part of strategic account planning is recognizing just where there is risk of loss and acting quickly to save the situation.

3 Sales Trends Impacting Your Sales Strategy
The world of sales continues to change for most sales teams and sales leaders.  Are you paying attention to these three sales trends?

3 Smart Strategies to Scale and Upgrade Your Sales Team
Most of our clients are looking to grow their sales force to meet ever increasing revenue expectations.  But they face four complications that make it difficult to effectively scale and build a high performance sales team.

3 Ways to Protect and Grow Major Sales Accounts
While it’s tempting to treat every sales account as a “major account” to drive profitable growth, we recommend being selective. Not all accounts have equal value and potential.

4 Science-Backed Steps to Better Sales Forecasting
Unless you are the minority, your sales forecast are woefully inaccurate.  Read about four steps to get a more REALISTIC sales forecast.

4 Smart Steps to Determine When to Hire or Fire Salespeople
One of the most difficult decisions a company has to make is figuring out the optimum size of its sales force. There are so many things to consider…not least of which is determining how soon the investment will pay off.

4 Steps to Identify and Target Your Best Clients to Accelerate Growth
Customers who “fit” better than others consistently produce higher revenue, profits, and satisfaction. This is the consequence of shorter sales cycles, less problems, more rewarding relationships, better results, and more referrals.

5 Sales Performance Coaching Best Practices
Our belief is that without coaching, reinforcement of any methodology becomes very difficult. In our experience, you must have proper training, an appropriate methodology, and follow-up coaching to be successful.

5 Warning Signs that Your Managers Are Falling Behind Strategically
Managers matter. Yet, too many high-growth companies mistakenly exclude their managers from the very strategic planning and implementation processes required for them to excel as managers.

7 Proven Tips on How Your Sales Team Can Truly Work as a Team
Would your complex sales be better accomplished by dedicated teams at various stages in the buying process?

7 Ways to Stress Test Your Sales Strategy
Too many sales teams are moving too quickly to create and clearly articulate the basics of a solid sales strategy other than quarterly revenue targets.  Find out if your sales strategy is set up for success.

Alignment: The Missing Leadership Ingredient Not to Miss
A great strategy can be rendered utterly useless by an ineffective culture and average talent. The proper alignment of strategy, culture and talent allows organizations to thrive and outperform their competition.

Changing Corporate Culture: 4 Do’s and 3 Don’ts
Leaders are beginning to better understand the importance of culture.  Changing an entrenched attitudes and beliefs however, is one of the toughest leadership tasks you will face.

Do Managers Really Make a Difference?
How do we get managers and senior executives more involved in training and development initiatives?  With tightened budgets and increased pressure to perform, we are getting asked this question more than ever before.

Do You have a High Performance Culture to Drive Your Strategy?
It is your job as a leader to shape and align your culture to move your strategy forward.  Culture accounts for 40% of the difference between high and low performing organizations.

Don’t Be Fooled into Making Bad Moves Related to High Sales Force Turnover
Are you seeing too high a rate of turnover in your sales force? Experts have studied the problem and have come up with some very interesting numbers…based upon thousands of exit interviews and surveys.

Grow Your Sales Culture to Exponentially Grow Your Sales
Many sales leaders still mistakenly believe that organizational culture is “soft” stuff that does not impact the top line. Fortunately, the shaping and aligning of corporate culture has become a hot topic.

How to Hire Top Sales Talent – 4 Tips Your Competition Does NOT Know
All sales teams have clear winners (high performers) and clear losers (low performers).  Finding and hiring those winners can make an immense difference in team performance.

How to Identify and Meet the “Right” People in Your Strategic Accounts
Who are the “right” people?  They are the ones who can break down or build up your opportunities. Identifying and meeting them is crucial to your success.

How to Onboard New Sales Reps and Keep Them – Best Practices and Warning Signs
Because it takes time and money to get new salespeople up-to-speed and because buyers want stability, most of our clients want their sales force to stay over the long term.

How to Optimize Your Sales Force in the Face of Increased Performance Pressure
For sales leaders willing to look beyond a weekly sales forecast, there are a few smart moves you can make to greatly improve sales performance.

Moving Beyond Consultative Selling to Grow Faster
Why consultative selling skills and product knowledge are not always enough to beat your competition.

Productivity and the Ideal Client Profile
When we have an Ideal Client (IC), our sales time collapses, productivity soars, deals are larger, and these ICs are thrilled to refer us to other ICs—never to a P.I.T.A. (pain in the a**).

Sales Performance Pressure: How Much Should a Sales Leader Push?
Sales leaders are expected to create the sales culture that produces the most from sales teams.  If they push too much or too little, revenue, margin, win-rate or deal-size targets are at risk.

Should You Facilitate Your Own Strategy Retreat? 3 Guidelines to Help You Decide
When conducting a strategy retreat, you have options.Here are three situations that call for an outside facilitator if you want to be successful.

Smart Sales Management Advice – When to Say Good-bye to Poor Performers
A salesperson is not performing up to expectations but has some “big deals” in the pipeline that sound pretty promising.  Is it better to hope they come through next quarter or to let them go now?

Solving the Mystery of Successful Strategy Execution: What to Do Once Your Strategy Retreat Is Over
Successful execution typically means making hundreds of decisions every day. The challenge is to be clear on how each choice drives the strategy forward.

The 15 Warning Signs Your Sales Team is Headed in the Wrong Direction
The May 1, 2017 Selling Power Conference keynote address on sales strategy, culture and talent warning signs to avoid to grow 58% faster and be 72% more profitable.

The 4 Big Signs that Your Sales Territories Need Redesigning
Launching a re-design of your sales territories is like opening Pandora’s Box…it may sound easy but it can have drastic and unforeseen consequences.

The 4 Most Important Attributes to Look for When Your Sales Reps are Missing Their Targets
Almost 80% of your reps may be under-performing. It is the sales leader’s job to hire, engage and retain high performers and weed out under-performers.

The Keys to Creating a High Performance Sales Environment
Are you hitting your sales targets? Read about the 6 steps that a sales leader must take to build a high performance sales environment.

Top 3 Things You Should Know About How Your Salespeople Spend Their Time
If your salespeople are not spending their time productively, they will not optimize performance.  Do you know what occupies them during the work day?

Unique Value Proposition – Are You Setting Yourself Apart from the Competition?
Your differentiation or unique value proposition is worth the time and effort to get right.

Want Hiring High Performance Sales Reps? Avoid 9 Types of Sales Reluctance
Salespeople and hiring managers can identify potential problems before hiring someone. To drive sales performance, avoid these nine traits.

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The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

LSA helped to meet the needs of my teams within a very narrow timeframe. My team walked away with highly useful management tools and practices. LSA saved us time in delivering the right solution for our specific needs.

Sandeep Kumar
Director, Software Engineering, EPG

I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.

Phyllis Moracco
HR Director

We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.

Steve Feller
Vice President, Human Resources

VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.

Cindee Van Vleck
Director Human Resources

LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

Judith Onton
Vice President Human Resources

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 goal.  They 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
Vice President Human Resources

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

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

Kristin Westland-Kaune
Director, Team Development

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP Human Resources

I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.

Stephanie Webb
HR Program Manager

Rambus

Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.

Janice Passarello
Director of Human Resources

We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.

Barry L. Byrd, SPHR
Human Resources Manager

We recently partnered with LSA Global to offer our Supervisors and Managers a customized two-day management training program. Everyone who attended said it was by far the best management training program they had ever attended. The content was rich and highly interactive. The case studies were relevant. Each participant walked away from the training much better equipped to lead their teams.

Jeff Coon
Director of Human Resources

We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

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Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

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Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

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Methodologies

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Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

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Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

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