LSA Global

NOVEMBER 18, 2023

Pressures Faced by Sales Managers Are Unique to Their Role A sales leader’s average tenure is less than two years, which is far shorter than the tenure of most other managers. In fact, a recent survey by PayScale uncovered that 73% rated the role of sales account manager as “highly stressful.”Unlike Why is this?

Sales 36

Sales Management Metrics Training 36

LSA Global

DECEMBER 21, 2022

The B2B Sales Hunters vs Farmers Sales Model The role of B2B sales hunter vs sales farmer has been discussed in business sales training workshops for decades. In general, the roles represent two different, and often related, approaches to selling with each having an important part to play in sales growth.

B2B 36

B2B Sales Metrics Meeting 36

LSA Global

APRIL 23, 2024

Based upon increased competition and pricing pressures, their new go-to-market sales strategy includes highly customized Strategic Account Management Training to equip their sales teams with a better sales playbook and a more strategic mindset to better meet aggressive growth targets at key strategic accounts.

Software 28

Software Sales Training Training 28

LSA Global

APRIL 15, 2024

Developing an effective sales strategy requires a deep understanding of market dynamics and the ability to adapt to evolving trends. 5 Steps to Crafting an Effective Sales Strategy We know from our own organizational alignment research that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.

Sales 36

Sales Strategy Strategy Strategy& 36

LSA Global

APRIL 15, 2024

Developing an effective sales strategy requires a deep understanding of market dynamics and the ability to adapt to evolving trends. 5 Steps to Crafting an Effective Sales Strategy We know from our own organizational alignment research that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.

Sales 36

Sales Strategy Strategy Strategy& 36

LSA Global

AUGUST 21, 2023

The sales force was being asked to shift from selling products and features to selling SaaS solutions across multiple product lines and service offerings in different geographies and sales territories. This included business sales training best practices for managing results-based sales metrics.

Training 36

Training Training Sales Leadership 36

LSA Global

JULY 15, 2023

3 New Sales Manager Tips for Success for Your First 90-Days We know from our sales management training that being a high performing solution seller often leads to a promotion to sales management. Unfortunately, experience as a high performing solution seller does not fully prepare sales reps to lead others.

Sales 36

Sales Management Training Training 36

LSA Global

OCTOBER 10, 2023

The Sales Leader Training Workshop results were: 100% job relevance 97.2% The Sales Leader Training Workshop results were: 100% job relevance 97.2% The workshops were designed and delivered to align with and support current solution selling training being rolled out for all sales reps. satisfaction 134% knowledge gain 95.6%

Sales 36

Sales Training Training Company 36

Tom Spencer

MAY 23, 2021

As someone currently in management consulting who has previously done tech sales for a major software company, I was amused by Martin Keller’s article championing tech sales (sometimes known as consultative or customer success driven sales) over management consulting. I want to compare these two career options in 6 respects.

Sales 68

Sales Management Consulting Development 68

LSA Global

MAY 8, 2023

The cross-selling strategy was part of a strategic sales initiative to grow globally while achieving economies of scale across markets, regions, products, services, and suppliers.

Sales 36

Sales Industry Leadership Company 36

LSA Global

DECEMBER 6, 2022

The Challenge of Culture Change Organizational change is always challenging, but culture change is especially difficult because it requires changing employee mindsets and behaviors as to how work gets done. It requires changing business practices to change culture. Organizational culture matters.

Culture 36

Culture Deloitte Bain Sales 36

LSA Global

FEBRUARY 19, 2024

Top 10 Key Sales Management Skills: Mastering the Art of Sales Leadership Sales leaders must routinely navigate high stakes internal and external relationships while meeting ever-increasing revenue targets and demands from their sales team. Customer Focus Top sales leaders put customers first.

Sales 28

Sales Management Leadership Ethics 28

LSA Global

FEBRUARY 20, 2023

100% Job Relevance 100% Satisfaction 50% Knowledge Gain 100% Net Promoter Score After putting their entire APAC sales team through customized solution selling training , this high growth technology client wanted to design and deliver a customized sales management training program for sales leaders to help meet aggressive growth targets.

Sales 36

Sales Leadership Company Metrics 36

Makarios Consulting

AUGUST 10, 2021

Here’s the problem: unlike the dysfunctional leader I heard about who intentionally tried to make people afraid of him, plenty of leaders unintentionally create a culture of fear in their businesses or on their teams. Scenario 2: The head of sales encourages her team members to come to her if they have any problems with their accounts.

Culture 52

Culture Leadership Sales Meeting 52

Makarios Consulting

AUGUST 10, 2021

Here’s the problem: unlike the dysfunctional leader I heard about who intentionally tried to make people afraid of him, plenty of leaders unintentionally create a culture of fear in their businesses or on their teams. Scenario 2: The head of sales encourages her team members to come to her if they have any problems with their accounts.

Culture 52

Culture Leadership Sales Meeting 52

LSA Global

SEPTEMBER 23, 2022

Top Sales Leaders Drive Growth If you find a sales leader who Is not up to the challenge of accelerating revenue growth, you have not found a high performing sales leader. But you need more from a sales leader than simply a desire to grow the top line. They demonstrate how sales leaders drive growth.

Sales 36

Sales Methodologies Talent Training 36

LSA Global

JANUARY 6, 2023

Organizational Agility — Do You Have an Adaptable Enough Corporate Culture? But if that organization does not also have a healthy degree of cultural flexibility, they may not survive. Do you have an adaptable enough corporate culture to thrive during times of change? What Constitutes an Adaptable Enough Corporate Culture?

Culture 36

Culture Methodologies Change Management Agile 36

LSA Global

MAY 5, 2020

Every High Performing Sales Leader. Being a high performing sales leader is not easy. Sales leaders are responsible for building and scaling the sales team, designing meaningful compensation plans, training and onboarding new hires, and simultaneously meeting quarterly revenue and margin targets.

Sales 36

Sales Culture System Talent 36

LSA Global

JULY 5, 2021

A True Customer Focused Culture There’s a lot of talk lately about focusing on the customer. Certainly, it makes good sense to think from the customer’s point of view if you want to meet and exceed their expectations. But there is a need to be clear about what a true customer focused culture means.

Culture 36

Culture Finance Survey Meeting 36

LSA Global

JANUARY 8, 2020

High Performers Excel at Difficult Sales Scenarios. As carefully as you plan your sales calls , realize that some will inevitably go awry. Handling specific sales situations well becomes a test of sales experience, resilience, and creativity. High Performing Salespeople Prepare to Handle Five Difficult Sales Scenarios.

Sales 36

Sales Meeting Culture Research 36

LSA Global

FEBRUARY 13, 2020

What Salespeople Want from a Kickoff Meeting. Do you know how to design an effective sales kickoff? What would make your sales kickoff high performing? Unfortunately, not enough people know how to design an effective sales kickoff – one that you and your sales team find valuable and worth their time.

Sales 36

Sales How To Bain Methodologies 36

Management Consulted

NOVEMBER 11, 2015

———— History & Culture. The company prides itself on its fun, laid-back culture, and believes that its products are a reflection of that culture. Engineers and designers work in concert in small teams; 90% of meeting spaces at the company’s offices are built for eight people or less.

Culture 100

Culture Case Interview Interviews Engineering 100

Business Consulting Agency

JUNE 7, 2023

The United States offers immense opportunities, but it also presents unique regulatory, cultural, and competitive landscapes. They ensure that businesses meet all necessary regulations, reducing the risk of legal issues and fostering a solid foundation for market entry.

Marketing 52

Marketing Culture Sales Transportation 52

Consulting Matters

DECEMBER 16, 2022

You have to meet them at their point of departure and use your power skills that I'll be sharing in this episode to influence them in a better way. All three create the culture and work environment. And they don't see the impact on culture and environment, especially if leaders are not thoughtful in their decisions and communication.

Consulting 156

Consulting System Sales Meeting 156

LSA Global

JULY 17, 2020

Meaningful Sales Training Outcomes Require Meaningful Steps. To execute their growth strategies , CEOs and sales leaders often need their sales teams to behave differently by selling differently to different buyers. A Special Note about How B2B Sales Have Changed during COVID-19.

Sales 36

Sales Training Training B2B 36

LSA Global

APRIL 1, 2021

Does Your Sales Team Know How to Avoid Bad Sales Hires? A good sales hire can successfully do their job. The problem with hiring salespeople is the very fact that they’re salespeople – they are good at persuading sales managers in job interviews that they can do things they can’t. That’s a recipe for bad sales hires.

Sales 36

Sales Research Interviews Education 36

LSA Global

OCTOBER 11, 2019

What Is a Sales Playbook? Like a playbook in sports that plans for the most frequent and most important in-game situations, a sales playbook is a unique collection of sales scenarios, strategies, plans, tactics, and tools to help a sales team consistently win when the stakes are high. Sales Strategy. Sales Culture.

Sales 28

Sales How To Tools Sports 28

LSA Global

JULY 15, 2019

High Performing Sales Organizations vs Standard Sales Team Performance. According to a recent CSO research report, only 46% of sales reps are meeting quota, and sales teams are losing ground on 94% of the key sales activities most associated with high sales performance. Sales Process Alignment.

Sales 28

Sales Culture Research Meeting 28

Management Consulted

MAY 25, 2014

GALLUP CONSULTING INTERVIEWS AND CULTURE. Meet Gallup Press – yet another branch of an already rapidly growing information empire. For example, the role of “Client Development Consultant” is truly a sales position. GALLUP CONSULTING CULTURE. Follow This Path Discover Your Sales Strengths Animals, Inc.

Interviews 181

Interviews Culture Consulting Case Interview 181

Harvard Business

AUGUST 3, 2017

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. The right sales incentive plan creates a double win. This made it easy to measure individual sales results.

Sales 32

Sales Metrics B2B Culture 32

LSA Global

MARCH 9, 2018

Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. They must motivate their team to achieve very concrete sales targets and do so under the constant pressure of executives who are impatient with excuses and for whom failure is no option. The Job of a Sales Manager.

Sales 51

Sales Management Methodologies Recruiting 51

LSA Global

APRIL 19, 2019

High Performing Sales Team. How would you describe the performance of your sales team? What Does It Take to be a High Performing Sales Team? Of course, you first need a competitive solution to sell and a team with the baseline sales skills to connect with your target buyers. 4 Essentials for a High Performing Sales Team.

Sales 28

Sales Talent Culture Metrics 28

Management Consulted

FEBRUARY 15, 2015

FTI CONSULTING INTERVIEWS & CULTURE. However, US-based clients still account for the vast majority (around 75%) of sales. Promotions are dependent on how quickly you meet functional competencies and skill requirements set out for you by the powers that be. FTI CONSULTING CULTURE. Office Locations. Philippines.

Interviews 100

Interviews Culture Consulting Case Interview 100

Rick Conlow

MAY 31, 2023

Negative organizational culture: The overall culture within an organization can impact teamwork. If the organizational culture promotes competition, silos, or a lack of collaboration, it can trickle down to the team level and hinder cooperation. Resolving conflicts and addressing the underlying issues require time and resources.

Training 99

Training Training Leadership Resources 99

Management Consulted

AUGUST 9, 2015

OC&C STRATEGY CONSULTANTS INTERVIEWS & CULTURE . Known for its incredible family-style and entrepreneurial culture, relaxed work style, and long retention of employees, OC&C competes not only on strategy but also on culture. OC&C STRATEGY CONSULTANTS CULTURE. KEY STATS FOR OC&C STRATEGY CONSULTANTS .

Interviews 100

Interviews Culture Strategy Strategy 100

Business Consulting Agency

SEPTEMBER 30, 2023

Consumer Diversity : The US is a melting pot of cultures, leading to diverse consumer preferences and needs. E-commerce Boom : The growth of e-commerce and the rise of D2C (Direct-to-Consumer) sales channels create new avenues for market entry. Cultural Adaptation : Understanding American culture is key to success.

Marketing 52

Marketing Company Retail Survey 52

Management Consulted

JANUARY 18, 2015

KEARNEY INTERVIEW AND CULTURE. Marketing & Sales. Their focus is on: structure and governance, processes, technology enablement, resource configuration and capabilities and culture. Culture, culture, culture. KEARNEY CULTURE. Kearney is impressive on multiple fronts. Procurement.

Interviews 100

Interviews Culture Case Interview McKinsey 100