This is particularly challenging when the old ways are deeply engrained and have been proven to be successful in the past. How do you turn superstar sales people who have been promoted into sales manager roles to become performance diagnostic experts who focus on developing and coaching people?
Lynn worked with the Sales Director to create a programme for embedding new ways of selling.
The starting point was a current state analysis; a quantitative and qualitative survey designed to find out what was really happening in the business and how the new tools were being used. The summary findings established a number of barriers to the successful and sustainable embedding of the new ways of selling and developing people.
Once unearthed, Lynn developed a plan for overcoming these barriers and creating the conditions for success. The plan involved:
The client moved from a place of hoping people would adopt the new ways and a culture of ‘opt in opt out’, to knowing exactly what needed to happen to transform its sales force and putting the necessary steps in place to achieve it.