To: High Impact Sales Leadership participants
Congratulations on completing the High Impact Sales Leadership (HISL) training course. I have no doubt that you found it useful and motivating. While we are indeed in challenging times when it comes to cost control and investing, I think it’s even more important than ever that Baker Hughes invests in its people; it benefits you and the company. I have a feeling your head is probably overflowing with new ideas. You covered a lot of material in three days: everything from thoughts and beliefs, to tools and processes. You identified that not everyone is the same; some of us are better “hunters” while others might excel at understanding financial aspects of opportunities. Knowing what your strengths and areas of improvement are gives you power.
What you do every day is invaluable to this company. You are sales leaders and as leaders, you have huge responsibilities. Those responsibilities go way beyond performance as an individual – it takes orchestrated teamwork to win consistently. Being strategic is more important than ever because that’s how you get exceptional results in a difficult market environment. You have to do the right research, put together the right team, understand your customer’s needs beyond the surface, and build meaningful, trusting relationships. For you to achieve your goals, which is turn support the company’s goals, this all has to come together. Putting it all together is a competitive advantage – it’s a core competency. Why, because it’s not easy to do, nor to replicate by others looking in from the outside. This past week I was at our North American Leadership team meeting in Houston. During the meeting I shared with my team members that our focus going forward must be on growing our top line revenue. We cannot cut our way to health and profitability; we must do it by generating more revenue and margin dollars than our competition. I also told them one of the means by which we are going to do it is by arming our sales teams with better tools and skills than our competition. That in conjunction with our relentless focus on flawless execution will separate us from the rest of the pack.
I have high expectations for the 35 of you. If the Baker Hughes’ goal is to win this war, and Q3 seems to be a battle of its own, I will be looking for you to use what you have learned. Do it for yourself and each other – embrace interdependence! During your customer engagements, focus on getting a YES, or get a NO, but don’t settle for a MAYBE. Leaving a customer meeting with a “maybe” is synonymous with burning time and money – neither of which we can afford to do these days.
On behalf of the entire leadership team, you have our full support to do things differently. To get stronger results, we need to change how we do things. Whether it’s a higher level of engagement at the executive level (feel free to invite me to your customer meetings), an adhoc team created to focus on a specific service value combination, or executing your High Payoff Activities (HPAs) in a way that holds you accountable – I am looking for a step change. Quite frankly, so many others are dependent on your outcomes. It has been said, “Sales teams always lead the cultural transformations.” I can’t wait to see you in action. Sincerely,
President | Baker Hughes Canada
The facilitation of the class was outstanding. Jerry shared everyone’s course ratings and comments Friday afternoon. No surprise it received excellent reviews. Your willingness to share business stories AND personal experience including taking personal risk really helped me process and further accept some of the material. Below were my key “golden nuggets” from the class.
- This is NOT just a Sales Leadership class, but a personal development course on how to lead an organization and improve your personal life (my family is a guinea pig). I am practicing the techniques as much as possible at and away from work. It leads to a WAY different conversation.
- Concepts of the different management styles: (Functional Manager, Micro Manager, Hard Line Manager) Good managers migrate in and out of these roles but spend 50+% in more of a leadership role.
- ULTIMATE RESPONSIBILITY & UNLIMITED POTENTIAL:
- Develop a few affirmation statements to respond to employee “typical” negative perception (i.e. competition is cheaper and low price wins; We are not a water treatment company, etc.) This will help drive a more PMA towards these areas.
- HIGH PAYOFF ACTIVITIES
- What are they for different roles? AVP … My direct reports: 4 Sales Managers; Director of Marketing & FLO Global Business Manager
- Spend more time Leading vs. Managing. (3 hrs/month mentoring and coaching an individual returns 19% improved performance). Mentoring is a High Payoff Activity!!! Each day great leaders:
- Communicate a compelling vision – Communicate plan for Operations Department and Marketing Department… Reinforces how it supports DSC’s visions
- Act as a role model while Mentoring and Coaching team members
- Culture of responsibility
- Build Confidence and Self-Esteem
- Success = Goals/Results … Set high expectations
- Action/Skills … Train skills
- Thoughts/Beliefs … Leaders focus on Thoughts and Beliefs to drive performance
- Sales mentoring model
- 15% of success is based on skills and job knowledge
- 25% of success is based on comfort zone management; Focus and Goal direction
- 60% of success is based on tough mental attitudes; confidence and esteem; responsibility and ownership
I need to spend more time interviewing new candidates based on the 60% success criteria (and use the 14 interview questions tool) and work each day to support their team to develop in this category. Again, the class was a GAME CHANGER. If all attendees use the skills regularly DCS will be a better place to work. Change does NOT come from the masses…the responsibility for change is not equally distributed. We are in a position to drive change. The future looks bright!!!
Area Vice President | Baker Hughes
I wanted to thank you for the impact that 2logical has made on Independent Health. As the Director of Sales Staff Development and Training, I have been challenged to create a comprehensive training program, that will incorporate all facets of the sales process, ranging from the product training, prospecting, the sales process, creation of a mentoring program, and to change the way our leadership team coaches their team members.
I was with Pfizer for over 20 years and was a Senior District Manager for over 17 years. Pfizer’s training has always been considered the best in the industry. Most recently over the last 2 years, I was the Director of Sales for BlueCross BlueShield of Western New York. In the last 22 years, I have had the opportunity to participate in a variety of training programs and outside consultants. This is the best training program that I have ever participated in. Independent Health has worked with a number of vendors, but as I was told, the majority of these training companies were not impactful or considered the “flavor of the month.” It is nice to know that Independent Health has been so impressed with this training, and that for the first time, 2logical is not considered a flavor of the month, but rather a partner that we will working with for years to come. I have both the Leadership and Sales teams asking when our next Builder Meeting will be. We also plan to have your organization participate in our corporate kickoff meeting in September, of which our organization has never had an outside vendor attend. I appreciate the fact that your company tailors the training to the needs of our company, rather than a training program off the shelf. The trainer’s ability to take the different concepts and relate them to companies he has dealt with throughout the world as well as relate them to Independent Health was incredible.
With the extensive amount of internal training that is being rolled out, by having 2logical involved early in the process has created a culture that has turned the Leadership and Sales team around. I have seen a change in both attitude as well as the focus on High Payoff Activities. Thank you so much for the impact that your company has already had on Independent Health, and truly look forward to our continued partnership. I am a true believer that the best is yet to come for Independent Health, and with your company’s assistance, we will be able to achieve market dominance. With the challenges that exist in the marketplace today, the training 2logical provides will help differentiate our company from our competitors. Regards,
Director of Sales Staff Development and Training | Independent Health
It has been my pleasure for the last 12 months to discuss my professional development with you. Your positive mental attitude, process of focusing on priorities that produce new sales has helped me tremendously. I have delegated work that used to take me hours to do without generating any new sales. After 28 years in the life insurance business, it is very easy to get so involved with the service work and not give myself enough time to work the sales process correctly in a timely fashion.
Your goal-setting has been super. It has given me the vision to see that calling, case preparation and seeing people are the only activities I should be doing to grow my business. You also have instilled in me the importance of referrals and recommendations to others in order for me to maximize my time and profits. As a result of our meeting, my first year commissions have increased by approximately 30%+.
I fully agree with you that for every action, there is an equal and opposite reaction. In our daily activities, how well we refine our sales skills will determine our success. As I have developed, more referrals are attracted to me because I listen to each individual’s feelings instead of selling products. The customer intimacy is very vital to the sales process, and long term client relationships are essential to a successful career in the life insurance business. I look forward to working with you and I want to thank you for giving me the vision to grow my business with your caring and focused mentoring.
Mutual of New York