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We all know the adage “control the controllables”; and “focus on your sphere of influence”. Worrying about things outside of ourselves – the economy, political unrest, the price of oil – is out of our hands.

In our work with Clients, Fusion Learning has come to realize that there are sales fundamentals that we can impact; allowing people to more accurately predict the outcome of their actions.

The theme of this edition of insights! is “predictable sales results”. As you read the articles, ask yourself this question – “What can I do better/differently to drive predictably positive sales results in my organization?”

You’ll find that investing a few minutes will be worth while!

Scott Gilmore and
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
EXECUTIVE BRIEFING UPCOMING SESSION - NOVEMBER 13, 2008
Activity Management Excellence
"BDC instils discipline, consistency and efficiency in business development activities"

To address existing and emerging competitive challenges, Business Development Bank of Canada (BDC) is in the process of an organizational transformation - from a transactional/service culture to a sales culture.

One of the keys to successful execution of the strategy will be the management effectiveness of Sales Leaders throughout their 90 branches across Canada.

Our Keynote speakers for this Executive Breakfast will share the approaches that BDC have taken to implement sustainable change within their branch network.

During this session we will:

  • Examine best practices and key learnings from BDC on how to make Activity Management sustainable and alive in the workplace
  • Explore practical sales management principles that can be applied within your organization
  • Learn about how this initiative is being measured through a detailed Learning Evaluation study by the Canadian Society for Training and Development; funded by Human Resources and Social Development Canada (HRSDC)
Attending this Executive Briefing will provide you with approaches to practical sales management from the individuals who have sponsored, co-designed, and measured the impact of this initiative.

We hope you will be able to join us for what we know will be an informative and engaging session.

Arrive: Thursday, November 13, 2008 @ 7:30am (breakfast served)
Session: Presentation & Discussion 8:00am – 9:30am
Location:

Jamie Kennedy @ The Gardiner Museum

RSVP: Please confirm attendance by contacting
Scott Gilmore at (416) 424-2999 ext. 26, or scott@fusionlearninginc.com

BEST PRACTICES
Scott Gilmore,
Partner and VP, Fusion Learning

During our recent Executive Breakfast, our Client Presenters concluded their presentations with "Lessons Learned". Here are the top 3 "pearls of wisdom" from each of them:

Power Prospecting: CBC TV

  • Disciplined approach and commitment to process
  • Positioning Statements key to getting prospects' attention
  • “Real Calls” – in the classroom – produce results

Key Account Planning: Sony of Canada

  • Embrace differences and leverage synergies of National and Regional sales force
  • Build on Strengths – remind our team what makes Sony so strong
  • Strategic Account Planning forced us to examine "high potential" vs. "current results"

Performance Coaching: Canadian Tire Financial Services

  • This is not about more work; it's about your work
  • Process Integration - "The way things get done around here"
  • Coach the Coach
We thank Brad Furtney, Robin Powell and Marcey Saunders for sharing their experiences with other Sales and HR Leaders.
NEW FUSION TEAM MEMBERS
Michael Carr
Fusion Learning is pleased to announce the appointment of Michael Carr as Director, Sales Effectiveness, responsible for new business development and building lasting Client relationships. Michael joins our team of passionate learning leaders, bringing with him more than 13 years of experience in sales and sales management. Most recently, Michael was Account Executive, Nexient Learning, Canada’s largest corporate education services company.

Anthony Cogliano
We're thrilled to announce that Anthony Cogliano has joined Fusion Learning as Operations Manager. Anthony will lead the streamlining of internal processes and make it even easier to work with us! His responsibilities will include Project Management. Anthony brings to Fusion 6 years of experience as Operations Manager at Bowne of Canada.
EXECUTIVE BREAKFAST
DELIVERS EXCELLENCE!
Coffee, croissants –– and new paths to sales success
“Senior Executives Share Transformational Sales Success Stories at Fusion Breakfast”



“It’s my first Fusion Breakfast,” enthused Rob Matos, VP Marketing for insurance major Aviva Canada, “but you can expect me at every one from here on.”

Rob had just enjoyed an inside look at some best practices and their powerful sales impacts. In spirited presentations, Sales and HR leaders from CBC and Sony of Canada and Canadian Tire Financial Services (CTFS) outlined transformation changes to their sales methodologies – and results.

• At CBC, exciting new content pairs with a roster of new advertisers, thanks to a novel approach that transforms new-account prospecting from a hit-or-miss game into a predictably productive process.

• At Sony of Canada, a Strategic Sales BluePRINT blends a focus on ‘profit now’ with a 2010 forward position that leverages the multiple strengths of an integrated entertainment/media provider. Both for Sony salespeople and customers, an in-depth look at the competitive landscape has created new understanding and respect for the quality and value of the company’s competitive offerings.

• At CTFS, training that successfully transitioned contact associates from a service to a sales role has evolved into a model of in-company interaction that facilitates coaching, as well as clear communication both up and down the chain and between peers.

Enthusiastic Clients like CBC, Sony of Canada and CTFS are not only exciting audiences like Rob Matos, they’ve helped power Fusion Learning to an unprecedented second year on PROFIT 100 - Canada’s Fastest Growing Companies.

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

FUSION LEARNING – Repeat Winner! PROFIT 100 – Press Release

Toronto, Ontario –
On June 2, 2008 Fusion Learning heard the news that we had been named to the 100 Fastest Growing Companies in Canada, for the second year in a row!
“This is a real honour and it feels great to get the recognition”, says Tim Magwood, Founding Partner, Fusion Learning, “It helps demonstrate to our Clients that we’re in the business of improving sales effectiveness, and we’re practicing what we teach.”

All of us at Fusion Learning would like to thank our great Clients! This demonstrates our continuing growth story.

For a listing of the Top 100 firms, please click on the link below:
http://www.profit100.com
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