Alignment
The three questions a sales manager should ask to build their Sales Management Code.
What are:
What ARC stands for.
What is Activities, Rhythm and Conversations?
Three ways you can inspect an activity.
What are metrics, conversations and observations?
The only metric we can manage.
What is Activities?
The “pathway to results”.
What are Objectives?
The difference between a Directive and a Collaborative coaching style.
What is:
An example of a Qualitative standard for completing a call plan.
What is complete a Call Plan Template?
The two types of standards.
What are qualitative and quantitative?
The definition of a High Impact Activity.
What is the one or two things you should do to reach your Objective?
Two differences between coaching and inspection.
What are:
An example of a Quantitative standard for qualifying an opportunity.
What is complete for all in stage 2 of the pipeline?
A possible issue if your team over-relies on ad hoc conversations.
What is a culture of dependency?
The five categories of Activities from the VantagePoint research.
What are:
The three parts of a coaching conversation.
What are inputs, outputs and the agenda.
The type of adjustments you should make along the way as you assess if your activities are working.
What are small?
What is inspecting?
The importance of “alignment”.
What is to make match the results you want, the objectives (or paths) to get there and the high-impact sales activities that guide salesperson behavior?
The description of a coaching "rhythm".
What is a pattern of formal and informal interactions to advance sales efforts?
The possible issue if activities are occurring but the objectives aren't being reached.
What are they are the wrong activities or the activities aren't executed correctly?
The name of the sales manager in the workshop scenario videos.
What is Marc?