Examples
This page provides examples of strategies, techniques, projects, processes, moments, etc. I have implemented during my career to assist the growth of sales professionals.
My Leader Compass
Leadership Philosphy, Values, and Principles
As a leader, I find it incredible valuable to share my leader compass with all teammates, and I typically share this document during interviews prior to ay offers so there are no surprises upon joining the team. Presenting this document early in the interview process actually allows for targeted questions about value alignment and culture fit.
IC Map
Innovation Configuration Map
In education, an Innovation Configuration Map is primarily used to assist in implementation of new technologies. I was first introduced to this process at Discovery Education and have used/altered it ever since. Instead of a scoring rubric based on graded tasks, an IC Map describes specific behaviors and expectations. IC Maps guide a growth-minded journey vs. judging against past activities and characteristics.
Salesforce/CRM stages mapped to sales methodology
Aligning sales methodology into sales stages for more accurate forecasting
Forecasting is more science than art. By aligning company sales methodology to CRM stages, sales professionals and leaders can have more data-driven discussions impacting sales velocity.
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The result of this alignment shortens sales cycles, increases forecast accuracy, and increases sales productivity.
Sales Skills and Competencies
Assessments and Individual Development Plans
In it's most recent iteration, my IC Map process for implementing a growth-minded structure for understanding and increasing sales skills was used to assist in determining career growth potential as well as individual sales role growth.
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Self-assessment results were gathered via google form, and auto-generated a results document used for 1:1 discussions and potential individual development plans.
