What gets measured gets improved
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So you want to change your sales/client engagement way of selling/business development?
You want your people to hunt for more customers, you need for deals in the pipeline and need to grow marketshare?
How to you get them to do this - you tell them, you coerce then (commissions/bonus), you threaten them and still no significant change.
There are a couple of reason why the change has not occurred:
Maybe you are tapping into the wrong motivational strategies?
Maybe you are telling more than coaching?
Maybe you are training and not following up with coaching?
Maybe you are implementing tools like CRM?
Did you know if you want change to occur here is what needs to be focused on:
Vision/Purpose
Skills/Mindset
Incentive to change
Systems and Process
Individual and Company Development Plans
If you have ever wanted to change behaviours I bet you would have experienced people displaying emotions like confusion, anxiety, superficial commitment, frustration to name a few.
That is because the elements above have not be focused on.
To assist sales leaders in their efforts to drive change we assist them to put into practice positive sales performance dashboards.
These dashboards assist in measuring and monitoring leading indicators which assist sales leaders in understanding patterns of behaviour.
Implementing these types of dashboards can have an amazing effect on the organisation's growth.
There is a process of creating them and running effective the dashboard conversations - we can help here.
