What we do | Sales Audience View | Build Sales Leaders
Build Better Sales Leaders
Just as water flows from top to bottom, a sales culture is built from top to bottom.
The quality of sales leadership can make a difference between an engaged and enthusiastic sales organization and a languid one.
There are three areas where we could help sales leaders play at their next higher level.
Coaching Sales Organizational Change
1
Potential
Planning
Process
Productivity
Partnerships
People
Politics
Our Approach
- A shared aspiration is the first step towards driving the organization to a common goal.
- Strategy without execution is hallucination - Any growth strategy needs to have an execution and accountability plan built around a review rhythm.
- Leadership team alignment is crucial to the success of any change management initiative.
- What gets measured gets done – Goals, Strategies, Measures, Metrics and Milestones at every individual level is key to driving the larger transformation.
- Leading by example is essential for the organization to start appreciating and aligning to the new normal. Coaching should cement the change across multiple levels of the organization.
- Coaching should cement the change across multiple levels of the organization.
How do we engage with you, for transforming your sales organization?
The first step is the sales leader’s conviction of the need to change, and thereby their commitment to lead through the process. Together we build a business case for the change initiative that will get approved for investment and execution. Our partnership with the sales leaders and their leadership team revolves around changes across the 7Ps.
We utilize a series of workshops spread over 6 to 9 months to bring about a change across the 7Ps. The balance of workshops and coaching helps to drive the transformation. Every transformation is unique and we love to customize our engagements to the unique needs of your enterprise and drive measurable results and returns for your investments.
Customer Engagement Testimonial
30%
increase in net profit in a year
“Venkat had a very nice way of getting people to think. People can get antagonistic when proposing a new idea. Venkat never got embroiled in upsetting people. He was able to trigger people to think about how to do things differently. We all caught on to “Can you help me understand.…” and is used frequently in our office now. The way Venkat starts, people know he will be asking a difficult question, but the way it was presented makes the difference. No sarcasm. People normally think they are being interrogated rather than asked, but this was not the case with Venkat.”
– Sudarshan Ranganathan CEO,
Veeras Infotek (now called Hitachi Systems Micro Clinic)
Recommended Resources for Building Your Sales Leadership
Your Physical, Mental and Cognitive alignment as a route to your Sales Leadership
Your Physical, Mental and Cognitive alignment as a route to your Sales Leadership
Building a better 3-year Sales Plan
2
Our Approach
- Organization structure and hierarchy should not be replicated for three-year planning processes.
- To think outside the box, you need to look into other boxes.
- Measure yourself by not what you have achieved in the past, but by how much of your addressable market you have retired?
- Diversity is the foundation for a strong three-year plan.
- Simplicity with sophistication should form the structure of the planning process.
- Any planning without critical stakeholder validation and triangulation, is hallucination
How do we engage with you, for transforming your sales organization?
We design an engagement roadmap that includes the planning team (ideally not more than 25 leaders). Good planning requires good preparation, and some preparation guidelines are sent out prior so that data is readily available to substantiate the planning. If possible, we would prefer an offsite location that helps bring together the body, heart, mind, and soul of the leaders. We facilitate a series of experiences that help the leaders understand each other better and leverage their differences to achieve more for their vision.
In some cases, we leverage our partnership with MarketCulture to assess the level of customer centricity within the leadership team. Leaders measure their organizational focus across eight different parameters that also helps them benchmark themselves against the best in class. This assessment has proved to be very useful as a pre-cursor to the planning exercise.
Clients who have experienced our facilitated three-year planning approach are surprised by how much they are able to achieve within two days. They are also surprised how the richness of the engagement helps them sustain the planning efforts into execution and results.
Customer Results - Case Study
Ensuring 3-year plans deliver results – “Failing to plan is planning to fail”
The Indonesia subsidiary of one of the world’s largest software multinationals wanted to develop a three-year plan that truly reflected market potential. Previous annual efforts had been mostly internally driven with lack luster follow-up and little progress in market share. They believed that a facilitated process would help them achieve more and they turned to Tripura for help.
We designed an engagement that allowed the top leaders to understand the divergent perspectives everybody had on the market and its potential. This helped them during the workshop to first decide on a common aspiration that everyone would feel inspired and motivated by. The next step was to ensure that leaders understood their similarities and differences so they could leverage their differences to achieve more for every project that supported their aspiration. We also took them through a series of experiences by which they were able to translate their vision into specific goals, strategies, metrics, measures, and milestones. We also leveraged Black Hat Thinking to identify future potential risks that need to be mitigated as the teams translated strategy into execution.
The subsidiary leader was surprised to see the quality of the output at the end of two days. This was beyond their expectations, and it earned them appreciation from the Region for a higher order of aspiration, supported by a solid set of strategies. Their ability to have meaningful conversations with their regional leaders on investments and outcomes led to a higher investment for the Indonesian subsidiary. The acceleration they received on account of their strong strategies helped them front load their performance to such an extent that the Covid-19 crisis did not make a significant dent in their growth numbers.
Recommended Resources for Effective Sales Planning.
The Q4 Distortion
The Q4 Distortion
Reframing Sales Leadership
3
Our Approach
- Sales Leaders need to develop peripheral intelligence so they can connect the dots from their external environment to their internal possibilities.
- Sales Leaders require a holistic, interconnected, and comprehensive set of tools, methodologies, and perspectives to apply to any unique situation they may face.
- The best way to tap into the richness of human potential is to explore the polarities and intersections of the body, heart, mind, and soul.
- Learning happens best when applied to a sales/business leadership challenge that is personal and unique.
- The mindset for leadership gets amplified through the appreciation of archetypes.
How do we empower you to reframe your sales leadership?
Reframing begins with your identification of your leadership challenge. The six different perspectives of leadership (Physical, Managerial, Psychological, Cultural, Political and Spiritual) lay the foundation for understanding the richness of possibilities.
In this VUCA world, there are no cookie-cutter solutions – therefore, peer coaching allows every leader to be paired up with a different leader to explore multiple ways of addressing their issues. We have discovered that pairing up leaders from different industries provide the maximum insights – the perspective is the same, the challenges are different, and the varied experiences of the leaders give them different lenses to address issues.
Multiple experiences, a variety of perspectives, different frameworks all contribute a rich tapestry for learning and reflection. Sales Leaders who have experienced these workshops talk about how their worldview had changed, how their appreciation of their potential has transformed and how their elevation has come about because of their engagement with us.
Customer Results - Case Study
