Baseline Diagnostic — Blog

COVID 19 Realign strategy with a Sales Effectiveness Diagnostic

COVID-19 has changed our world forever. Customer behaviours have shifted. Focus and prioritise your sales strategy and change program with a Sales Effectiveness Diagnostic.

In B2B sales think of the simple implication of moving to "working from home." How does this impact on face-to-face sales? Would a different channel be more effective?

There are 20 components to consider to enable peak performing sales. Which are working? Are some blindspots? A Sales Effectiveness Diagnostic will provide the insight to answering these and other questions, especially where time is against us.

https://paradymshift.com/sales-effectiveness-diagnostic

Baseline DiagnosticAdmin ParadymShiftJuly 12, 2020Sales Effectiveness

The story of the “Shiny Lights”

How important is your CRM system to your business? Are you getting a proper ROI on your investment, do you have 90+% user adoption as well as data quality?

This is a story about how certain people in organisations want to keep seeing shiny and flickering lights in their on-premise server rooms. While sales leaders were not able to get a single or trustworthy CRM-based view of their customers, nor a single CRM dashboard of how sales was performing, let alone what the sales forecast looked like across all geographies.

Professional athletes rely on coaches – do salespeople?

In any sport, athletes and teams have access to multiple coaches with various areas of specialty to help them reach their full potential. Consider the Los Angeles Lakers, for example. Frank Vogel is the Head Coach, and there are six Assistant Coaches, all of these are additionally supported by specialists for health and nutrition.

For much of the sales world, it’s no different. The notion that sales coaching is an essential ingredient in improving sales organisations is never disputed, but most sales leaders (if they’re honest) will tell you that they barely have time to manage their sales teams – and they simply don’t have time to coach.

Your COVID-19 Recovery Plan - Is sales coverage fluidity the key to market dynamics?

The shock of COVID-19 crisis is over. Most organisations have seamlessly moved into a new normal, at least for the time being. There is an acceptance that market dynamics and customer buying patterns are highly volatile. Economic instability and recessionary forces are impacting all. Cutting costs, while essential, is a short-term survival initiative and revenue generation has to move to the forefront of change.

Who moved my F%$ing Cheese!

Apart from death and taxes; change is really the only other constant that governs life. How we adapt to that change determines our success or failure in acquiring what we want to have in life. In sales, what we want is inexorably intertwined with bottom line figures.

Baseline DiagnosticAdmin ParadymShiftJune 1, 2020Sales effectiveness, Sales enablement, Sales LeadershipComment

Swiss rigidity to change, cost millions.

Lessons from the past can teach us simple insights. Lack of agility and change adaptability in the post COVID 19 economy will close businesses down.