The Difference – Inspect What We Expect
Do Different is all about delivering Sales Effectiveness through doing things differently and doing different things, day by day, week by week. We expect to leave this ethos behind long after we have left the building, embedding a do different culture into the organisation.
We constantly ask “what have you done differently” today, we expect people to do different things, we expect different results, we expect people to notice a difference.
When it comes to sales force training, we are not one of those organisations who deliver the course and consider the job done. Our business model is not about delivering a set number of training of days per month. Training for us is purely a facilitator.
Ongoing in field accompaniment and coaching (post training) aids absorption. Supported by bespoke testing and accreditation programmes, we are able to deliver an objective measurement of learning which we fully expect to go hand in hand with improved sales results.
We look for proof points and evidence which demonstrates what we expect, that processes are being followed, that KPIs are being met, that results are 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 effectiveness.