Problem 1 - THE 80/20 RULE - A CRUTCH WORTH THROWING OUT!
"The sales results of my top performers run significantly higher than those of my average producers. That degree of difference is dramatic and it certainly doesn't look good."
Know the Fallacy of the 80/20 Rule and duplicate the success of your top "Twenty Percenters."
We will give you the three major components to repeatable success. There isn't a single performance problem that is not addressed within these three areas. You'll know how to conduct a performance audit to pinpoint the current strengths and potential weaknesses in your organization. You will be able to duplicate the success of your top performers.
"Even though we provide a highly technical and complex solution, we find that our prospects, and even our most knowledgeable customers, are forcing us to compete as a commodity with severe pricing pressures. It's tough to hold margins."
Put the systems and people in place to eliminate risk and failure and assure rock solid negotiation.
Let's face it, the more complex the situation becomes, the more people try to simplify things, and the simplest differentiator is price. In negotiating, knowledge is strength. We will define the critical elements that define a "knowledge bridge" from your customer's critical issues to the added values of your solution. Your people will establish the credibility of your solution at a financial level that will eliminate pricing pressures.
"I realize I'm supposed to be the coach, but my players keep bringing situations to my desk that should have easily been handled without my involvement. Even after a number of coaching sessions, the problems keep coming back. Why don't they get it?"
Go beyond "Re-Active" and "Pro-Active." Replace frustration with confidence and control.
Surprisingly, many people don't connect current behavior with desired results or even potential consequences of that behavior. In short, they have no plan and no focus. Understand the four primary steps to change the behavior of your team and when to use each most effectively. You'll know when to keep investing in a person and when to cut your losses.
"I thought I hired a pro. It didn't take too long for me to realize that I was spending too much time pulling this person along."
Sort through the interview fluff and accurately predict performance.
Like us, you've probably looked at hundreds of screening tests and they never quite seem to tell you what you need to know. We'll show you a three-way combination of behavior, values and beliefs that will give you the most accurate predictor of success we've ever seen. Get the tools you need to choose the best performers.
"All too often, the left hand doesn't know what the right hand is doing in our company. The result is ... blown sales."
Transform your internal people into a powerful sales support team.
No individual should put at risk the efforts of the entire team. Empower all your people with "big picture" thinking so you are all pursuing the same goals with customers. Learn how to create a "No Surprises" internal sales support system that never lets you down. Discover our innovative system of checks and balances that will transform your team's capacity to acquire, expand and retain profitable business. |
