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Targeting Performance for Sales Success

@agincourtarcher

Why the Crispian Advantage The Crispian Advantage grew out of Henry V's his speech before the Battle of Agincourt (Shakespeare) and his victory We few, we happy few, we band of brothers; Today's sales battle.... Today's challenge is committing more effort to win deals with less resource Today's challenge is as much about skill as it is conviction Today's challenge is leading people with a compelling and believable journey Helping clients focus on meeting these challenges is why we exist. Targeting Performance for Sales Success The Crispian Advantage focuses on: 1. Assessing Sales Performance 2. Tracking Sales Progress 3. Focusing Managers 4. Increasing Sales Competence 5. Improving Win-Loss Ratios

35 posts

agincourtarcher

Nov 2, 2018

The Account Mission - What It Is & Why Is It Important? By Doerr & Shultz

The Account Mission – What It Is & Why Is It Important? By Doerr & Shultz

Developing a Shared Vision with your Customer An account plan is essentially a change management plan. Strategic account management is, after all, about creating a vision and inspiring buyers with that vision of what’s possible and the difference you can make for them, if they were to align more closely and deeply with you, and do things differently. Your vision for the account is the account…

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#align expectations #Change Management #change strategies #Getting People on the Same Page #Sales Methodology #sales process #Sales Productivity

agincourtarcher

Feb 3, 2017

Moving Sales Leaders from Safe to Brave

Moving Sales Leaders from Safe to Brave

Most sales leaders at some time get stuck trying to fix things with more of the same, and not doing different things.

Typical reasons:

Fear of “sticking their heads above the parapet”(again)

Not trusting their bosses, peers or their people

Not trusting the new and different (aka “not invented here”)

Believing that previous success is an indicator of future glory!

Here’s a test to see how far you…

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#competitive differentiation #sales management #Sales Methodology #Sales Productivity #Sales Training

agincourtarcher

Sep 14, 2016

Getting Salespeople On-Board and Up to Quota

Getting Salespeople On-Board and Up to Quota

A whopping 45.4% of salespeople miss their quota according to the CSO Insights 2015 Sales Compensation and Performance Management Study, only 54.6% of sales professionals produce enough revenue to meet quota. This deficiency raises an important question:

What is the number one reason your salespeople miss quota?

There are many reasons that sales reps don’t make quota, but what would be the number…

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#designing sales training #performance metrics #sales management #Sales Methodology #Sales Productivity #Sales Training

agincourtarcher

Jun 23, 2016

Effective Communication - Why is this so difficult?

INTRODUCTION

Accurate communication can be defined as

“an idea transplant from one mind to another”

Getting People on the Same Page

Unfortunately, between two minds there is often a breeding environment for misunderstanding and distortion. It’s where phrases like “I don’t think we are on the same page”

originates. Many factors influence such distortions. These include:

style and structure of…

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#360 degree feedback #accountability culture #aligning expectations #Change Management #communication problems #embedding change #Sales Productivity #Sales Training #Successful change

agincourtarcher

Jun 16, 2016

How to lead at the Speed of Change?

Introduction

Leading at the Speed of Change

This blog helps leaders think about leadership and reach consensus before starting a major change initiative. A critical issue is helping the team to “walk through” the range of relations they will meet managing change, dealing with the practicalities and intricacies of people, departments, factions and geographies. A large part of the task is not just…

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#align expectations #aligning people #Change Management #John C Maxwell #Leadership #leadership challenges #Leading Change #organizational change #Peter Drucker #strategy implementation #Successful change #Warren Bennis

agincourtarcher

Jun 10, 2016

Leading at the Speed of Change - 9 Leadership Selection Criteria

Leading at the Speed of Change – 9 Leadership Selection Criteria

Undoubtedly the Speed of Change means many leaders will have to absorb great adversity while staying true to their intent and retaining cohesion. This underscores the criticality of moral qualities and shared values. So, who do you look for to meet this challenge? Here are nine leadership selection criteria for you to consider:

Nine Leadership Selection…

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#accountability culture #bottom up #Change Management #change strategies #consulting approaches #embedding change #Getting People on the Same Page #organizational change #project management #Successful change #top down

agincourtarcher

Jun 1, 2016

Focusing Change To Win Series - How Can You Lead to Thrive?

Focusing Change To Win Series – How Can You Lead to Thrive?

Clearly from this survey, leadership skills that focus change to win are at a premium. Today, change is the norm. It is neither random nor regular but hovers somewhere in between. How these interrelationships arise and how they challenge organizations is not well understood (IBM & KMPG Surveys endorse this)

Why should leaders focus on their organization’s essence?

An organization’s essence is the…

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#accountability culture #align expectations #aligning expectations #aligning people #communication problems #embedding change #Leadership #managing complexity #project management #resistance to change #rewarding Change #strategy implementation #Successful change #sustainable change

agincourtarcher

May 31, 2016

Making the Final Decision: A Buyer's Perspective

Making the Final Decision: A Buyer’s Perspective

Introduction

In my experience many of the extensive spreadsheets of assessment criteria reveal the expected when it come down to the “finalists. As many find there are many criteria that they meet. So, what can you do to make a better decision of who you select.

This is a conversation between me and one of my clients on how to make the final decision between two banks in outsourcing global…

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#coaching #competitive differentiation #Competitive distinction #Key Account Management #Managing Complex Sales #Negotiation #RFP #sales management #Strategic Account Management

agincourtarcher

May 23, 2016

What Separates Thriving Organizations from the Rest?

What Separates Thriving Organizations from the Rest?

What separates Thriving Organizations from those who just get by has been a fascination throughout my career. What follows distills a significant part that journey that led to conducting a global survey which lead to us writing “Focusing Change To Win” (2014). It’s main goal was to find out how much had changed in differentiating how Thriving organizations. The main conclusion that they still see…

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#align expectations #aligning people #Change Management #change resistance #change strategies #competitive differentiation #Competitive distinction #Getting People on the Same Page #Implementing successful change #organizational change #performance metrics #Successful change #sustainable change

agincourtarcher

May 16, 2016

Focusing Change To Win - How Effectively Are You Communicating Change?

Focusing Change To Win – How Effectively Are You Communicating Change?

The following is based on 684 contributors who chose to add comments on communicating change in the Focusing Change To Win Survey.

Unsurprisingly, contributors see their people at the heart of any successful change process. They see gaining stakeholder commitment as a force multiplier of powerful change ambassadors. Essential to creating that commitment are leaders taking their people into their…

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#accountability culture #align expectations #aligning expectations #aligning people #Change Management #change resistance #change strategies #embedding change #focusing change #managing complexity #organizational change #rewarding Change #Successful change #top down

agincourtarcher

Apr 15, 2016

“We are not on the same page...” And, What to do about it - A radio interview with Nick Anderson, The Crispian Advantage

http://thecrispianadvantage.com/wp-content/uploads/2016/04/JimStephensInterview-Nick-Anderson.mp3

Nick: Does the phrase “They are not on the same page” sound familiar?

You know that conversation where somebody comes into a room and you are working away and they say:

“What are you doing?” and you reply “I am doing what you told me to do”. The response is “No, that’s not what I meant”.

While there…

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#align expectations #aligning expectations #aligning people #Change Management #change strategies #communication problems #embedding change #Getting People on the Same Page #Successful change

agincourtarcher

Mar 17, 2016

How sure are you that your people are with you?

How sure are you that your people are with you?

You would think that as leaders grow, their people would grow. Unfortunately, the opposite is often true. Leader’s growth leads to separation and misalignment with their people which leads reduced organizational cohesion. This is especially true when leaders implement change. Many become driven to plan for change yet for every 100 hours they devote only a fraction of that time for planning on how…

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#align expectations #aligning expectations #aligning people #Change Management #change strategies #coaching #communication problems #leadership challenges #managing complexity #organizational change #project management #resistance to change #Successful change

agincourtarcher

Mar 17, 2016

Challenges to Implementing Successful Change - Trainer Perspectives

Challenges to Implementing Successful Change – Trainer Perspectives

Here’s more evidence of the difficulty many professionals face in bringing about change in their organizations.

This latest poll adds to others taken last year during my presentations to Project Management Chapters, Institutional Researchers and HR professionals.

How many more failed changes do we have to go through before leaders and senior management recognize the need to align people for…

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agincourtarcher

Mar 7, 2016

Challenges to Implementing Successful Change a Trainer's Perspective

Challenges to Implementing Successful Change a Trainer’s Perspective

Here’s more evidence of the difficulty many professionals face in bringing about change in their organizations.

This latest poll adds to others taken last year during my presentations to Project Management Chapters, Institutional Researchers and HR professionals.

How many more failed changes do we have to go through before leaders and senior management recognize the need to align people for…

View On WordPress

#align expectations #aligning expectations #aligning people #Change Management #communication problems #embedding change #Getting People on the Same Page #Sales Training

agincourtarcher

Mar 1, 2016

How Effectively Are You Communicating Change?

How Effectively Are You Communicating Change?

Too often people can see the value of a change for their organization (WIIFY –What’s In It For You) but don’t get how it benefits them (WIIFM – What’s In It For Me).

Recently, I tested how well 65 HR Professionals thought their organizations fared in getting their WIIFM message across when communicating change.

During my presentation “The Power of Persuasion” I asked participants to rate their…

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#align expectations #aligning expectations #aligning people #Change Management #change resistance #change strategies #communication problems #project failure #resistance to change #Successful change

agincourtarcher

Oct 9, 2015

How much money are you leaving on the table?

How much money are you leaving on the table?

Having salespeople with clear minds in negotiations has never been more important. In the conflicted world of sales negotiation, the tensions between closing a deal and not losing commission are just two factors which leaves money on the table. Then, there are mixed measures given by Executives about which is more important – revenue or margin. Of course, there are more conflicting messages, but…

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#communication problems #Implementing successful change #negotiating #negotiation skills

agincourtarcher

Oct 5, 2015

How well does your leadership development deliver results?

How well does your leadership development deliver results?

Leadership engagement at every level is an undeniable requirement for successful change. Unfortunately many executives think a seminar or other training program meets this need. No surprise that such palliatives have little impact. This is especially true when previous leadership training was to be endured and change initiatives have failed.

Consequently, leading up to planned and often public…

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#accountability culture #Action Learning #aligning expectations #Change Management #project management #sales management #Successful change #sustainable change

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