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ON-DEMAND WEBINAR
Changing Behaviors, Changing Culture — Setting A New, Outcome-Focused Direction For The Sales Team
Original Broadcast Date: March 8th, 2011
Dean Davison
Mgr, Principal Consultant
Brian Lambert
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Description
Each month, Forrester analysts describe recent sales enablement trends, relate customer experiences, present best practices, and answer participants' questions.
Buyers continue to evolve and are increasingly looking to sales teams to drive results and outcomes for their organization, not just sell them solutions. A systematic strategy is needed to align processes, behaviors, and results while at the same time changing the nature of your organization's culture to align with the outcomes that buyers want. Helping the sales force adopt new sales behaviors or moving portfolio, marketing, and sales team members outside of their comfort zone is challenging in today's complex and rapidly evolving environment. A strategic approach to change can help your organization stay focused on what buyers need to be successful. In this teleconference, Brian Lambert will highlight both the cultural and individual components required to change the current selling culture to a more outcomes-focused culture by aligning individual behaviors across marketing, portfolio, and sales groups.
Agenda:
- How to create a culture of coaching and collaboration
- How seller behavior patterns and comfort zones vary across sales environments
- How to change the culture of the sales team to support the new behaviors required
- How to identify the critical behaviors for selling outcomes
- How to apply strategies to improve sales results
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