7  D  I  S  C  I  P  L  I  N  E  S  

of  an  effec)ve  sales  culture  

2  GOALS  -­‐  keep  what  you  have  

-­‐  get  what  you  don’t  

A sale is a result!

.  .  .  so  is  a  retained  account  

Own  the  ACTIONS  that  create  a  culture  of    PREDICTABLE  

results  

It’s  not  resources  but  resourcefulness  that  ul?mately  makes  the  

difference.                                            -­‐  Tony  Robbins  

à Decisions and Actions DETERMINE  

destiny

Will  you  .  .  .    

own  the  ac)ons?  

ACTIONS  

How!

Self-Assess!

What  is  today’s  REALITY?  

What  is  tomorrow’s  VISION?  

What  is  the  FIRST  Step?  

COACH!

In  the  moment  &  frequently  

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

5  Min/Week  58%  of  managers  think  they  provide  enough  

coaching,  YET  

65%  of  employees  want  MORE  coaching  No  coaching  =  2%  of  staff  are  engaged    

Coached  to  Weaknesses  =  20X  more  engaged  |  Strengths  =  30X  

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

Know what matters!

Measure  what  you  can;  Discuss  what  you  can’t  

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

Define:  • Results  (&  Consequences)  • Driving  Behaviors  • What  to  Measure|  Discuss  • What  Employees  Self-­‐Report  Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

Prepare!&!

Debrief!

TOGETHER!Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

Create  Account  Strategy  Plans  

-­‐  Know  client  vision,  goals,  industry  challenges,  compe))ve  landscape  

Review  Game  Film    -­‐  Whether  you  Win  or  Lose  

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

Feed the Tigers!Tend the Sheep!

Shoot the Dogs!

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

GO  • Praise  your  high  performers  • Challenge  your  average  performers  • Counsel  your  underperformers  

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

All Contribute (or leave)!

Create a Theme!

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

Give  your  goals  an  iden?ty  

An  emo)onal  reminder  of  WHY  

Emo)on  drives  Ac)on  

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

Celebrate!

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

Celebrate  EVERYTHING  that  really  maUers  

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

Master a Sales (results)

Process!Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

1.  Marke)ng  1st  step  of  selling  2.  Fill  Pipeline  Make  contact  3.  Document  Info  about  prospect  4.  ID  Needs  How  will  you  implement?  

5.  Selling  Steps  Define  convos/mtgs  

Today’s  REALITY  

Tomorrow’s  VISION  

FIRST  Step  

If you can’t describe what you are doing as a

PROCESS, you don’t know what you’re

doing. - W. Edwards Deming

Decide  

Environment  

Discipline  

Assess  

Plan  

Execute  

Own the Actions!

Excuses!

For  more  transforming  ideas,  visit  

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