It takes more than a personal knack for sales or a simple scorecard to change sales rep's behavior.
Teams get engaged when their sales leadership embraces an other-centered approach to leadership. Other-centered leaders know that success with their team comes when they focus on helping each member achieve their personal goals. They understand that the desire to change must come from within and that no combination of sticks and carrots can help a rep who lacks the intrinsic desire to change.
Selling is very similar to athletics. If a golf coach understands the fundamentals of coaching but can't accurately diagnose the root cause of the performance gap and provide unique exercises to address those gaps, the student won't improve. This is why generic coaching models simply don't work.
Our Catalyst Dashboard helps your sales leadership diagnose the performance gaps for each unique sales role and prescribe the most effective developmental activity to "correct their swing." Unlike generic coaching models, Catalyst trains your leaders to distill success down to distinct results-driving behaviors and then architect development processes to help each rep reach their next level of performance.
Lasting change happens in one-to-one sessions, not in a workshop. But to succeed, managers must learn a repeatable process and key skills for coming alongside their team members. Once your managers have learned to diagnose skill gaps and develop solutions, we train them on the sales leadership tactics of inspiring and motivating reps to heed their guidance. ASLAN teaches professional sales coaching that equips managers with the skills needed to lead.
In addition to sales rep and manager training solutions, ASLAN's consultants are prepared to help accelerate change in your organization through territory design, incentive design, hiring best practices, and the implementation of other strategies.Learn More »