Sales Leadership

For many companies, the nature of sales is changing. Customers are showing a preference for solutions that are better tailored to their requirements and for long-term partnerships that produce increased ROI.

To address these changes, many organizations are migrating to a consultative selling strategy. This requires retooling selling behaviors and success profiles, and so is among the most difficult challenges facing sales organizations today.

Self-Training = Teambuilding = Sales Unit Profitability
Managers are realizing that high-performers are not always the greatest contributors to sales unit profitablity. To paraphrase Stanford economists and authors of The Wages of Wins, the best salespeople are not necessarily those who “score the most.”

For Supercharging Your Sales Processes, Deloitte Touche Tohmatsu recommends “teaching the high-performer skills and behaviors to the rest of the team.” Synanim delivers a low-cost supplemental training regimen by coaxing the best tactics from your top performers. Synanim quantifiably measures leadership by identifying who makes the most significant contributions to team learning.

Managers can link these numeric results to commissions, thereby motivating top performers to contribute. And since Synanim measures leadership based on service to team, managers are given a new and powerful tool for developing overall group cohesiveness.


USER COMMENTS
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    Director, Institute for Women's Policy Research

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