How we do it
We don’t necessarily mean rip it up and start again – every organisation has it’s good bits – but rather an honest appraisal of what is and what isn’t working for you then applying the “do different” touch to the areas that aren’t working quite so well.
Change does not have to be radical but it should be constant. When is not a good idea to try out a different approach? Test and learn. We coach and encourage sales teams and allied resources to adopt different approaches to improve individual aspects of their performance in different areas e.g. in call planning, in call approach, post call analysis, account planning, reporting, territory planning, sales order processing, marketing collateral, customer campaigns etc……
We look for proof points and evidence which demonstrate outcome improvements. Is it what we expect? Are processes being followed? Are KPIs being met? Are results moving in the right direction?
We call this “inspect what you expect”. This is the physical output, the demonstrable proof of adoption, your demonstration of return on your investment in sales force and sales process effectiveness.