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.
“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 disciplines:
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.
 DELIBERATE PRACTICE
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
SUMMARY OF RESULTS – M2G PROOF OF CONCEPT TRIAL
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)
Training to outcomes included work in three disciplines;
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.