Changes in sales process or strategy also require changes in sales people’s attitudes and behaviors. But, change isn’t easy! Hence the 6 step approach adopted by The Sales Pitstop™.
Despite investments in sales training, systems and process managers are often frustrated by patchy adoption rates among their teams. The reality is that changing behavior is trickier than changing a sales system or process.
The Sales Pitstop™ integrates the latest research into a 6 step change model to ensure the success of your sales initiative. It is based on the latest research into the requirements of successful and sustained change.
The objectives is to de-risks your sales initiative and maximize the chances of success (I.e. sustained change). This underpins the ability to deliver 7-12% increase in sales – that is the typical results from The Sales Pitstop™
About The Model
It is an engagement model, as well a model of commitment to build and change. It describes the engagement among all stakeholders within the sales organization. It is a cognitive and psychological process – there is a movement in terms of attitudes and behaviors between stages.
The model has been designed with independent-minded salespeople and ‘Type A’ personalities in mind. It is also designed to counter-balance the ‘Just do it’ culture with pressure on targets. It is important that managers recognize that they cannot skip a step.
The model is based on; Action Learning, Coaching Models (such as GROW and FACT), Change Models (e.g. Immunity to Change and Hidden Agenda) and O.D. (e.g. Organizational Health). It is brought to life by a set of 14 guiding principles (that you can discover by clicking here).
If you would like to explore the detail behind each of the 6 steps in the Sales Pitstop™ change model please contact us.