Top-line growth - your gross sales or revenue - affects your bottom line in obvious ways. Without strong top-line growth, your net revenues will be negatively impacted. One technique to achieving this growth is to improve your teams’ sales performance. But using conventional improvement techniques without a definitive strategy that incorporates behavioral change will not produce the desired results.
Traditional improvement approaches include new sales training programs, activity tracking systems, and even a reorganization of the sales force. When these tactics stand alone, they are often weak and ineffective. The same is true of coaching programs that fail to provide pinpointed feedback that can truly help shape desired behaviors. When coaching is too general, you are left with information that didn’t speak to your specific expectations.
However, these approaches can be quite effective when implemented in conjunction with CLG’s Performance Catalyst® process, which shows you how to use these and other tactics to change behavior.
CLG’s Performance Catalyst® helps you identify your key differentiators and the behaviors that are necessary for improved sales performance. This structured process rapidly aligns your entire organization to execute on your strategic imperatives and achieve sustained high levels of performance.
First, we work with you to figure out what your top sales people are doing. You might be surprised to learn that their approach is not intuitive; rather it is based on tactics that have proven to be successful for them given your company’s unique value proposition and brand. Once you have a solid picture of the techniques that make your top sales performers so successful, you can replicate these critical path behaviors across your entire sales force.
Through this process, CLG helps you design a behavior observation system that allows your leaders to offer useful feedback on mission critical behaviors to their sales people. This helps your leaders motivate their sales teams to positively impact top-line growth. You will receive data on the quality and frequency of their coaching, as well as information on whether your sales force is changing the targeted behaviors. These “leading indicators” help you know in advance when you can expect top-line growth.
Your leaders are instrumental in this effort, as they are the only ones who can support their sales teams in making the new behaviors “stick”. CLG’s Performance Catalyst works because it provides a concrete, practical approach to help your managers and leaders achieve a sustainable lift in targeted results, as well as an improved work culture that engages all performers.
Learn more about CLG’s Performance Catalyst® here.