We just wrapped up the 3rd edition of the CxO Sales Roundtable in Singapore, and it was a wonderful experience with over 25 senior executives coming together from different global organizations.

We came together to tackle a critical question:

How do we bridge the gap between sales strategy and revenue reality?

The conventional approach often involves pushing sales people and sales teams harder towards goals that they never fully signed up for.

However, under this kind of pressure, most salespeople lose their motivation even before they start.

Today, let me show you the framework we use with clients to transform their sales cultures from good, to great, to outstanding.

Introducing the Five Lenses for Sales Excellence™.

Each has a set of evaluation questions you can use to review your sales performance: what’s working, what can be improved and what definitely must be improved.

Let’s dive in,

1.The Time Lens

Under this lens, we evaluate the following:

• Is there a dedicated calendar for strategy reviews and its implementation?
• What is the quality and depth of these review meetings?
• Does the review process incorporate hindsights (lessons from the past), insights (actions for present improvement),and foresights (future potential risks)?
• Are customer, competition, and employee perspectives sought and filtered up in this process?

Remember, slow is smooth, and smooth is fast.

2.The People Lens

Under this lens, we evaluate the following:

• How can we shift from individualistic to team-based approaches for strategy execution?

• Are you aware of the interpersonal dynamics within teams or a lack of psychological safety that is hindering implementation?

• Do leaders seek feedback from their teams? Does this feedback emanate from their head (rational understanding), heart (emotional buy in and commitment), and gut (intuition)?

• How can you proactively address resistance to change, including skepticism, suspicion, and ineptitude?

Your team is your multiplier. Elevate them, and they’ll elevate your results.

3.The Money Lens

Under this lens, we evaluate the following:

• Does the compensation structure align with the desired behaviors?

• Is there a 50/50 balance between base pay and performance-based pay?
• Is there a 50/50 balance between individual achievement and collective achievement?

• Are there clear mechanisms for both rewards (prizes) and consequences (punishments) to reinforce desired behaviors?

Align your compensation with behaviors and achievement.

4.The Scope Lens

Under this lens, we evaluate the following:

• Do teams understand the RACI model (Responsible, Accountable, Consulted, Informed) and their roles in the strategy?

• Do teams across different functions collaborate effectively?

• Are clear Gives/ Gets established between multiple teams?

• Does the scope of projects consider mutual value creation for all stakeholders?

A person who defends everything, defends nothing. Focus on what truly matters.

5.The Hierarchy Lens

Under this lens, we evaluate the following:

Do leaders role model the desired behaviors?

Is there a culture of “we before me”?

Is there a strong coaching culture that fosters growth and development?

Leadership is not about being in charge, it’s about taking care of those in your charge.

These 5 lenses can help you identify the hidden inhibitors while also amplifying the accelerators that can best bridge the gap between sales strategy and revenue results.

Remember, where we end up is decided by how we go along the way.

Looking forward to helping you win more.

*** 

If this was helpful,

1.Subscribe to the CxO Sales Playbook

Every week, I share 1 actionable tip to get your sales teams to over deliver and quickly move deals over the line even in a slow economy.

2.Take Our Deal Review Quiz

Drawing from our work with multiple Fortune 500 clients, It’ll give you the exact probability of winning your deal & highlight specific areas of risk and concern – in under 90 seconds.

3.Review Our Clients & Case Studies

We’ve coached the sales teams of Fortune 500 & 100 companies such as Microsoft, SAP and Google.

Next Step 

Subscribe to the CXO Sales Playbook Newsletter.

Every Friday morning, I’ll email you 1 actionable tip to get your sales teams to overdeliver. (other benefits include a big bonus and company-wide recognition :).