A short note for today since I’m posting from my new tablet. As many of you know, one of the keys
to a successful sales transformation is to rack up some early wins. These are
successes that indicate your team is on the right track and can be achieved in
30, 60 and 90 days. If your transformation goal is to move from product
centricity to customer centric for example, the journey may take a year or more
until the culture is supporting the transition. But most people will lose focus
on a long term transformation if they don’t see short term gains. They need to know they are making progress along the way. They can be simple milestones that are a subset of the overall objective. Some examples
might include achieving 3 sales calls on a new type of stakeholder (business
unit outside of IT for example), or an increase in the attach rate for a new
product.
Much like baseball, where base hits can create a rally: Early
wins help build momentum, keep people focused and create the basis for your
rally. I read a recent article connecting baseball rallies to transformations… http://tinyurl.com/3wne9zr
Filed under: sales training Tagged: | increasing sales performance, sales cycles, sales enablement, sales leadership, sales management, sales methodology, sales methodology adoption, sales training, sales training adoption, top sales challenges
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