| EXECUTIVE BRIEFING UPCOMING SESSION |
Aligning Sales Managers to Sales Strategy
"Practical Ways to Ensure They Are Heading in the
Same Direction" |
All
sales organizations have at least two things in common.
They all have sales leaders and they all have sales strategies.
The definitions of these two terms, however, vary widely
from one organization to the next.
Given the disparity of definitions, it’s no wonder
that many organizations sales leaders and sales strategies
remain strangers.
Why are they misaligned?
In this session we will:
• Explore a practical process that ensures alignment
of your sales strategy - to sales managers - to the field
• Examine best practices to engage the “hearts
and minds” of your sales force
• Provide useful perspectives, tools and methods
for sales leaders to make the sales strategy “real”
and actionable day-to-day
Attending this Executive Briefing will ensure your sales
leaders and your strategies enjoy each others company
– the same company both sales leaders and sales
strategies are expected to make successful.
We hope you will be able to join us for what we know will
be a high-energy and engaging session.
Enrolment is easy, but space is limited, so register today.
Session: Presentation & Discussion
8:00am – 9:30am
Date: Thursday, February 28, 2008
Location: Rosedale Golf Club
RSVP: Please confirm attendance by contacting
Louise Lumba
at (416) 424-2999, or louise@fusionlearninginc.com |
| BEST
PRACTICE : Sales Pinnacle –The Gold Standards of
Success. |
 |
How
can you ensure people execute your sales performance improvement
initiative? Grand & Toy’s answer is deceptively
simple – “make the expectations crystal clear
and hold people accountable.” |
Greater competition and increased scrutiny of office
costs were turning Grand & Toy and its tradition
of service-based selling into what its COO called “a
burning platform”. The Grand & Toy response,
consultative selling based on more comprehensive customer
knowledge, and active selling across a broader spectrum
of its own offering, demands a qualitative change in
account and sales management practices.
Grand & Toy understood that training could deliver
new ideas, but to ensure consistent adherence to the
new methods, it was imperative that sales managers lead,
rather than facilitate as they had before, so Grand
& Toy turned to Fusion to create Leader’s
Edge.
Leader’s Edge equips sales managers with a set
of quantified sales management standards that guide
him or her into leadership that is consistent with representatives’
training, aligned across the team and across the country,
ensuring that the company speaks to customers with one
voice, and providing benchmark behaviours for planning
purposes.
The art of Leader’s Edge is wrapped inside two
practical sales processes: the Sales Team Meeting and
the One-on-One. The weekly Sales Team Meetings occur
every Monday morning and proceed to a tight agenda that
reinforces sales training with recognition for achievements,
reviews of recent numbers, sharing of best practices
and instils accountability on key Sales BluePRINT metrics.
“The most powerful aspect of the meeting is not
the content but the overall message,” says sales
manager Domenic Palladino. “If it were monthly,
it would be too little, too late, but a weekly meeting
gets the message across.”
The One-on-Ones, 30-to-60 minute monthly meeting with
Sales Leaders and each direct report, include self-evaluation
of recent performance. The purpose of the One-on-Ones
is to review individual performance and get aligned
on 30-day action plan.
“Now we can talk about how they could score higher,”
says Domenic. “They provide the feedback instead
of the manager just telling them how.”
|
| FUSION
LEARNING MAKES A BIG MOVE! – Press Release |
Toronto,
Ontario – After almost seven years at 366 Adelaide
Street East, we’re moving to new facilities and
we thought we’d be slightly creative in how we let
all of our Clients know.
While everyone at Fusion Learning has been working hard
on getting ready for the move for weeks, as of February
15, 2008 we will be operational in our new space.
We wanted to let you know that we are expanding, not shrinking.
In 2007 we have added new Fusion Team Members and will
be adding more in early 2008. More people meant we needed
more space. With no additional space available in our
current building, we decided the time, and the market,
were right for a move. As it turns out, we’re moving
West by only a few buildings.
Hot on the heels of our growth news in 2007 –cracking
PROFIT 100 Fastest Growing Companies in Canada, we continue
to grow our Client base, and remain committed to delivering
excellence. For both, we are grateful for our long term
and new Clients.
We look forward to welcoming everyone to our new offices
as soon as you have an opportunity to visit us in 2008.
Centre of Action Changes – Our
New Location has almost 50% more space!:
Our new address is:
272 Richmond Street East
Suite 200
Toronto, Ontario
M5A 1P4 |
|
| EXECUTIVE BREAKFAST RECAP |
Fusion
Learning hosted an Executive Briefing on November 13,
2007 at The ROM called “Transforming a 120
Year Sales Organization” – showcasing
Grand & Toy’s sales culture change.
Their story was told from four perspectives within the
organization – Chief Operating Officer, VP Sales,
GM Sales Operations and Sales Manager.
It was a fantastic session in so many ways.
Over 75 Senior Executives attended from organizations
including: Aviva, Baxter, CAA, CBC, FedEx, HSBC, IBM,
Honda, Nestle, Maple Leaf Foods, Scotiabank, RBC Insurance,
Sears, Sun Life, and TELUS, to name a few. Their feedback
has been overwhelmingly positive.
• “Practical links for translating strategy
to action – Sales Team tools + insights with real
examples”
• “End-to-end snapshot of an organization
that is successfully undergoing sales force transformation”
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 416-424-2999 ext. 26
|
| NEW
FUSION WEBSITE |
Yes, we’ve all heard it from friends and colleagues
many times over, “Our website is being redesigned.
It’s going to be so cool. We’ll be re-launching
it soon…”
Well, our soon is NOW! It’s
been several months in the works, and we’re proud
to announce that Fusion’s enhanced website is up
and running.
Please visit us at www.fusionlearninginc.com
– and take us for a test drive. We think you’ll
find the enhancements quite…stimulating.
|
| SUBSCRIBING |
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To talk with Scott Gilmore please call
416-424-2999 ext. 26. |
|
