Point of View

Preparing your sales organisation to execute your strategy for growth will not be achieved through a once-off training program or a new incentive scheme. Successful execution requires many change elements, including new processes, supporting tools and messaging, effective leadership, and adoption of new behaviours and competencies.

The Insight Group views selling as a system of inter-related components – Strategy, Process, Skills, Tools and Measurement. Each one supports and reinforces the others. Focusing on any single piece of the system while ignoring its dependence on the rest is like pushing your finger into a balloon – You can see a short-term impact, but it returns to its original form once the pressure is removed.

Incentivise your people to sell in a new way without providing them with the skills to do it, and they will become frustrated and disillusioned. Train your people in selling skills without providing tools to reinforce them, and the new skills will fade away. Change your sales strategy without changing your process and your new strategy will languish. Change your sales process without introducing new measurements, and your sales force will behave the same. Change your measures without linking them to incentives, and no-one will care.

The Insight Group looks at all the parts in the sum to identify critical points across the entire selling system. We work with you to prioritise your opportunities for improvement and put them into perspective. We assess the implications for your strategy, process, skills, tools, and measures. Then you can make changes that are both powerful and sustainable. Then you can manage the whole rather than its pieces. Then, and only then, will your people  be adequately prepared to execute your strategy for growth.