SalesFRX intros change management strategy for field sales technology organizations

Pressure to produce sales in a competitive economy is forcing high-tech organizations to find more effective ways to generate revenue in a market where ‘no decision’ represents as much as 50% of all recognized sales revenue opportunities.
M2G Process
M2G Process
Aug. 1, 2012 - PRLog -- Columbus, NC ▪ United States – Howard Highsmith, CMC, Author of Silver Bullet and President of SalesFRX Corporation announces Managing to Goal℠ (M2G), a change management strategy developed specifically for hi-tech, field sales organizations and individuals to deliver against revenue expectation.  

“Executing a repeatable revenue generation strategy that sustains goal attainment is the endgame of M2G,” Highsmith said.  “The framework model for Managing to Goal  is built on executing three deliberate practice[1] disciplines: Deal Planning, a strategy and plan to identify, target and penetrate accounts – Must-Win Pursuits, a focus on details needed to win large account revenue opportunities and Revenue Mapping®,    a method for effectively managing the sales opportunity process and more accurately forecasting near term sales revenue,” He said.  “Implementation of M2G is supported through individualized performance coaching to ensure assimilation and establish responsibility for goal attainment,” Highsmith concluded.

SalesFRX has just concluded its six month ‘proof of concept trial’ that has been extremely gratifying to validate the performance disciplines that make up of Managing to Goal.  POC trial results showed the business development executive selected for the trial penetrated 13 of 19 competitive accounts and built a pipeline from zero dollars to $4,982,000 total in new revenue opportunity or an average of $191,615 per deal.  

The company is significantly expanding its performance trials beginning September 1st with a new group of qualified business development individuals into early 2013.  Hi-tech organizations and individuals are invited to apply for SalesFRX Performance Trials beginning September 1st.


In October 2006 Geoffrey Colvin, senior editor-at-large for Fortune Magazine’s Secrets of Greatness wrote a game changing article entitled: What it takes to be great.  In his article he states; “Research now shows that the lack of natural talent is irrelevant to great success.  The secret?  Painful and demanding practice and hard work.”  He goes on to say; Practice makes perfect - The best people in any field  are those who devote the most hours to what the researchers call "deliberate practice."  Its activity that's explicitly intended to improve performance that reaches for objectives just beyond one's level of competence provides feedback on results and involves high levels of repetition.  
Colvin proposes five elements that allow a person to practice deliberately and thus achieve greatness.

1. Deliberate practice is an activity designed specifically to improve performance, often with a teacher’s help.
2. The practice activity can be regularly repeated.
3. The practice activity provides feedback on a continual basis.
4. Deliberate practice is highly demanding mentally, whether it’s purely physical or mental.
5. Deliberate practice isn’t much fun.
Source: The Secret of Great Men: Deliberate Practice


To maintain strict control we selected a seasoned sales executive who met or exceeded all of the attributes that define a ‘hunter’ (aka; business development) sales person.  This person currently works for a global technology company selling storage systems and solutions.  We began the trial in early February 2012.  The business development rep was newly assigned 19 very large accounts, all of whom were using competitive storage systems.  

Training to outcomes included work in three disciplines; Deal Planning, Must-Win Pursuits and Revenue Mapping.  In the six month period this rep successfully penetrated 13 of the 19 accounts and built a pipeline from zero dollars to $4,982,000 total in new revenue opportunities or an average of $191,615  per deal.  

Disclaimer: every sales situation is different therefore we do not guarantee the same result.

SalesFRX is a management consulting firm working with field sales organizations in the technology industry sector to DELIVER against revenue expectation – organizationally and/or individually.

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Tags:Revenue Performance Improvement, Quota Attainment, Revenue Generation Strategy, Change Management
Industry:Technology, Software, Computers
Location:Asheville - North Carolina - United States
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