LSA Global Insights Newsletter: February 2020

February 29, 2020

5 Difficult Sales Scenarios High that Performers Get Right


5 Difficult Sales Scenarios High that Performers Get Right

High Performers Excel at Difficult Sales Scenarios
As carefully as you plan your sales calls, realize that some will inevitably go awry. Handling specific sales situations well becomes a test of sales experience, resilience, and creativity. Gartner research found that 53% of customer loyalty is driven by the sales experience — more so than by the brand, product, service, and price combined.

Does your sales team have what it takes to handle difficult sales scenarios when the stakes are high and still deliver an exceptional sales experience?

High Performing Salespeople Prepare to Handle Five Difficult Sales Scenarios
High performing salespeople prepare to handle difficult sales scenarios and lean on their EQ and IQ to keep a tricky situation from derailing an important relationship and opportunity. 

Here are five common high stakes sales situations from sales reps that should be part of every business sales training program, and the way to handle them in the way a high performer would:

#1. Your Buyer Is Antagonistic
Whether it’s your main contact or another buyer in the decision-making process, most salespeople eventually have to deal with an unfriendly, tough, or intimidating prospect. Assuming that the client fits your ideal target client profile in all other aspects, high performing sales people try to find out what the antagonist needs, how they fit into the buying process, and the best path to help them meet their goals.

If you encounter an antagonist during the sales process, see if you can identify their personal and professional goals and figure out how to make them look good. 

At the very least, your objective should be to disarm them by finding a way to support a need you have uncovered.


About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned


4 Essentials for a High Performing Sales Team


4 Essentials for a High Performing Sales Team

High Performing Sales Teams
How would you describe the performance of your sales team? Not firing on all cylinders? Regularly having excuses for missing quotas? Missing the strategic window of opportunity?

Building a high performing sales team – one that consistently achieves or beats sales targets (on-field performance) while getting along with and contributing to the team and their target customers (off-field performance) – is a critical factor for organizations that seek to create and sustain high levels of profitable growth.

What Does It Take to Be a High Performing Sales Team?
Of course, you first need a competitive solution to sell and a team with the baseline sales skills to connect with your target buyers. These attributes however are just the ticket to play the game. There is a huge difference between the success of a single salesperson or product and the success of an entire sales force over time.

4 Essentials for a High Performing Sales Team
To create a truly high performing sales team, focus on bringing rigor and excellence to the following four essentials:

#1. A Clear and Compelling Go-to-Market Sales Strategy
Too many sales teams try to be all things to all people or rely upon their product to do the work for them. While it is true that rare products can win on their own (the new iPhone for example), our organizational alignment research found that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.

High performing sales teams ruthlessly define and prioritize their target markets, ideal customers, value proposition, and the critical big bets for profitable growth.


About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned


February 10, 2020

Culture Best Practices Health Check



Culture Best Practices Health Check

Is your culture Healthy?  High Performing?  Strategically Aligned?

Corporate culture accounts for 40% of the difference between high and low performing organizations in terms of revenue growth, profitability, leadership effectiveness, customer loyalty, and employee engagement.    

This complimentary Corporate Culture Analysis regarding organizational health, high performance, and strategic alignment is based upon more than 25 years of research with high performance organizations and a recent organizational alignment survey of 410 companies across 8 industries.  

If you would like to know if your organizational culture is healthy, high performing, and aligned with the strategy of your company, department, or group, then this assessment is for you.



About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned


How to Design a High Performance Culture


How to Design a High Performance Culture

What Corporate Culture Is
Do you know how to design a high performance culture?  Culture is your organization's unique approach to how it executes strategy. If strategy is "what" you want to accomplish and "why", then culture is "how" you execute it on a day-to-day basis.

For example, let's say your organization wants to grow market share by 10% to meet growth targets. To accomplish this, what approach to the market should your organization take? Should it be more of a market adopter, focused on improving existing offerings (like KIA)? Or should it be more of a market leader, creating brand new offerings (like Tesla)?

The answer informs "how" the employees of the organization collectively drive strategy execution in terms of market approach. Because strategy must go through people and culture to get implemented, choices like this represent your organization's culture.

What Corporate Culture Is NOT
  • Corporate culture is NOT only about having fun. Every workplace and office should have an engaging environment, but it doesn't make your organization unique.
  • Culture is NOT only about corporate values. Values are important, but almost every organization in a 10-mile radius probably shares the majority of your corporate values.
  • Culture is also NOT only about employee engagement. Engaged employees are critical, but employee engagement is simply one aspect of organization health.
The Point
The point is that none of these (a fun environment, your corporate values, or employee engagement) truly set your organization apart from others. Everyone wants to have a fun environment, be values-driven, and have highly-engaged colleagues.  Today, organizational health is just a ticket to play the game.  

Your workplace culture is your organization's unique approach to "how" work gets done - it's what makes your organization different from all others.


Voice of the Customer

"Thanks a million for the great strategy and cultural alignment session for our global leadership team. Your experience and patience to expertly deal with the inherent and complex challenges between business units uncovered many hidden truths that created a great road map for us to use as guidelines moving forward as a unified leadership team. I recommend LSA to any leadership team looking to shape and align organizational culture."

Juan Plaza | Sales Leader, Latin America | Trimble Navigation

About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned