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As we enter into the Holiday Season and 2007 fast approaches, it’s time for both reflection and fortune telling. Give yourself a pat on the back for all that you’ve accomplished. Set your sights on the coming year and ask yourself this question: If we cast forward 12 months from now, it’s December 31, 2007 and we’re looking back over the 12 months that just past, what’s happened both professionally and personally for you to feel great about your progress? The theme of this edition of insights! is best-in-class sales performance. Some refer to “benchmarking the competition”; others say “no sense reinventing the wheel”. Your time invested reading this newsletter will be worthwhile! Merry Christmas! The Fusion Learning Team insights! is one in a series of publications from Fusion Learning to promote the understanding of sales performance best practices. We thank our Clients for assisting us in the development of these ideas.If you have any feedback or contributions, we would love to hear from you! insights@fusionlearninginc.com |
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Executive Briefing: “Shaping Sales Culture and Delivering Targeted Results” |
Executive Breakfast Hits the Bulls-Eye! On October 24, 2006 Fusion Learning hoisted a Breakfast Learning Event at Rosedale Golf Club called “Shaping Sales Culture.” Over 50 Senior Executives attended from organizations including: “Inspired new and fresh thinking – great ideas about shaping our sales culture!” “Thought provoking and challenging issues – data that came from Fusion and my table group was highly relevant.” The presentation highlighted recent research findings on Shaping a Sales Performance Culture and engaged the audience as active research partners to extract insights from the data. If you were unable to attend the event and would like to receive session material, please contact Scott Gilmore at scott@fusionlearninginc.com or call him directly at Please contact Scott if you’d like to complete the Sales Culture Survey and participate in this on-going study. By completing the survey, we will provide you with the Sales Culture PULSE Report – a summary of the survey findings and insights. ********** Fusion Team Member Returns
Fusion Learning is pleased to announce the return of Jennifer Krueger, Account Executive. Jennifer has been on maternity leave for the past 9 months, caring for her new baby boy Jack, who came into the world on January 8th, 2006. Jennifer returns to our team of Passionate Learning Leaders with a renewed sense of wonder and energy. "Learning keeps us alive. It’s the point in life. Seeing how to do things better and/or viewing the world differently is what motivates us to pursue our goals and aspirations. Learning allows us to move from beyond the sphere of the individual to a universal one." ********** Inspirational Reading
 "Don’t Compete with Rivals—Make Them Irrelevant" Companies have long engaged in head-to-head competition in search of sustained, profitable growth. They have fought for competitive advantage, battled over market share, and struggled for differentiation. Yet in today’s overcrowded industries, competing head-on results in nothing but a bloody “red ocean” of rivals fighting over a shrinking profit pool. In a book that challenges everything you thought you knew about the requirements for strategic success, W. Chan Kim and Renée Mauborgne contend that while most companies compete within such red oceans, this strategy is increasingly unlikely to create profitable growth in the future. Based on a study of 150 strategic moves spanning more than a hundred years and thirty industries, Kim and Mauborgne argue that tomorrow’s leading companies will succeed not by battling competitors, but by creating “blue oceans” of uncontested market space ripe for growth . Such strategic moves—termed “value innovation”—create powerful leaps in value for both the firm and its buyers, rendering rivals obsolete and unleashing new demand. The concepts and approaches introduced in Blue Ocean Strategy are consistent with Fusion Learning’s unique process for creating a compelling vision for sales organizations called Strategic Sales BluePRINT. Click here for information on the process – what it is and what it’s designed to do. ********** Subscribing Please click here to send us an email address of any colleague or associate who might benefit from insights! To unsubscribe click here. |
Featuring the approaches taken by According to a recent annual study of high performance sales organizations, Fusion Learning discovered that one of the most important challenges facing sales leaders today is balancing the need to build a sales culture, while making the numbers. Our four keynote speakers for this Executive Briefing will share the approaches that they have taken to address this challenge and implement sustainable change within their sales organization. Attending this Executive Briefing will provide you with two approaches to shaping sales culture and delivering targeted results from the individuals who have sponsored, co-designed, and measured the impact of their strategy. We hope you will be able to join us for what we know will be a highly informative and engaging session. Enrolment is easy, but space is limited, so register today
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In October 2006, Fusion Learning completed a comprehensive survey of Sales and Human Resource Executives to study High Performance Sales Cultures. We learned a lot about Sales Culture and we learned (or is it re-learned, reinforced) that strong Sales Management and Sales Fundamentals must be present for a strong sales culture. The model that has emerged from the research is:
High Performance Sales Culture has:
Let’s discuss some key findings that led to the model above. Sales Strategy: Sales Management: Sales Meetings are held monthly or less in 55% of companies and when they are held, their productivity is rated as 6 out of 10. Who really wants to go to a meeting that is a 6 out of 10? We are not saying it is possible for Sales Meetings to be 10 out of 10, but how about a consistent 8 out of 10? (Fusion Learning has a great learning module on Six Keys to Effective Sales Meetings). Sales pipeline/funnel requires help – only 33% or organizations have an easy to follow process and when asked about the pipeline driving sales productivity, the average response was 4.7 out of 10. Feedback from Sales Managers to Salespeople must be challenging, because 44% of organizations do not have a model for providing feedback. Fusion Learning sees Sales as an hourly, daily and monthly activity. Sales Managers need tools and processes to help them keep energy, drive and motivation in the salesforce. How is your organization helping them stay at the top of their game? We would love to chat with you on this important topic. Sales Capabilities: Sales Culture: In conclusion, a High Performance Sales Culture must have:
Fusion Learning can help with the first three of these four success factors and we would welcome the opportunity to help your organization. |
