Despite efforts to ensure the salesforce is aligned with change,
adoption of initiatives, strategies, processes and messaging is still slow
and sporadic, negatively impacting speed-to-revenue and the agility of your
organization.
Answer these three questions to determine which hurdles are standing between you
and your goals:
can you manage what you cannot measure?
How do you know everyone is aligned with the changes, initiatives,
strategies and messaging you've pushed their way? Do you measure organizational
alignment today? Unfortunately, most sales metrics
(activity, pipeline, process, sales) are lagging indicators of
performance - if your metrics fall below expectations, you already have
a performance problem. Alignment is a leading indicator and must be measured
so problems can be solved early before performance suffers
what is your reinforcement strategy?
Or should we ask, "Do you HAVE a reinforcement strategy?" Most
sales meetings and
change events lack the frequency of reinforcement people need to
make change stick. People experience tremendous noise on the job
and need to be reminded frequently what the changes are
and why the changes are relevant to make them
top-of-mind. If employees can't remember the changes, they won't apply them.
who is accountable for change?
Disparate departments, systems and goals foster an environment
where many share responsibility for salesforce alignment, but no one
is truly accountable for it. Information availability and user
participation in live and online events become the "check
the box" measures for success, with far too little
focus on whether sales people actually remember the information and
are effectively applying it in the field.
But we're not telling you anything you don't already know, are we?
Many companies experience these problems but lack the resource bandwidth
to do much about it - so they throw technology at the problem, hoping that will
solve things.
But technology doesn't solve the problem - find out why...
your information gym
Email us or call
404.961.7350
to find out how Q can help you.