LSA Global Insights Newsletter: 2024

November 30, 2024

The Top 10 Sales Growth Questions That Must Be Answered


 

 

Are Your Sales Growth Strategies Working?

Only a small fraction of companies achieve consistently high levels of profitable growth. 

For any organization to grow sustainably, sales leaders must continuously ask critical questions unique to their circumstances, ensuring they navigate both growth opportunities and risks. The business growth questions that need to be addressed can vary based on industry, company size, and market conditions, but some are universal. 

Top 10 Growth Questions

Finding a solution and business model that appeal to enough target customers to drive high levels of profitable growth is not easy. 

From pursuing mergers, acquisitions, and strategic alliances, to increasing prices, to improving cross-selling, to expanding deal size, to investing in brand awareness, to improving the customer experience, there are a handful of business growth strategies that companies can pursue.

Each growth strategy has pros and cons that must be considered based upon your overall strategic vision and the assumptions you are making regarding your financial strength, current market dynamics, and competitive drivers.

We know from our organizational alignment research that, while all growth plans require access to financial and people resources, there are various ways and different paces to invest in growth.

Three classic choices involve organic growth, strategic alliances, and mergers and acquisitions. Each has implications that must be thoughtfully addressed.

 


 

 

 

VOICE OF THE CUSTOMER

 

Richard Marshall
Senior Manager, Global Marketing

SketchUp

"We engaged LSA Global to help 90+ sales distribution partners.

LSA focused on high-yield questions and impact.

We were very pleased with their expert sales facilitation."

 


Toolkits for Sales Leaders

 

 

Proven tools for sales leaders to boost performance

 

 

Proven tools for impactful sales training results

 


October 26, 2024

How to Help Employees Believe That Change Is Their Idea



Effective Change Is Possible

Leaders and change management consulting experts know that change is both inevitable and not easy to implement. McKinsey, Harvard Business Review, and Bain have all cited a 70% change management failure rate. 

We know from change management simulation data that the most successful work transformations happen when employees not only accept change but feel like it was their idea in the first place.

When employees take ownership of a new direction, change resistance softens, employee engagement rises, and change execution becomes smoother.

What Can Leaders Do to Help Employees Believe That Change Is Their Idea?

The key lies in a collaborative approach that empowers teams to internalize change as their own initiative — that is urgent, needed, and relevant to their success.

Are your changes sticking?

 

 

 

 

VOICE OF THE CUSTOMER

 

Colleen Bell

President, Innovation & Experience

Cambridge Investment Research

"The change management training really hit the mark because it was completely customized for our unique change initiative and culture.

 

I know I learned how to be a better change leader.

 

It really opened the eyes of our change champions who are eager to apply the change tools."

 

 

 

Toolkits for Leaders

 

 

Proven tools for leaders to boost performance

 

 

Proven tools for strategy design and implementation

 

 

 

 

About LSA Global

 

 

 

 

Get Aligned. Stay Aligned.™

 

 

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September 28, 2024

Top 7 Tips to Get Honest Strategy Feedback from Employees: A Guide for Leaders



Do We Really Need to Involve People Upfront?

While it sounds easier and more efficient to just tell people what you want them to do, we know from our organizational alignment research that active involvement in the strategy design process fosters a needed sense of ownership and involvement. 

When it comes to strategic buy-in and commitment, honest strategy feedback from employees is more than just a nice-to-have — it is a necessity to set up strategy execution up for success. 

Active employee involvement and two-way communication foster a culture of transparency and trust that empowers teams to make informed decisions that align with both organizational goals and employee needs.

The Benefits of Getting Honest Strategy Feedback from Employees

With so much time and effort put into annual strategy retreat facilitation, it is painful to hear that only 30% of organizations report that they fully execute their strategies. So, what is the problem? 

Research by Bain found that the ability to effectively engage employees in the strategy process is the No. 1 strategy execution success factor — more than 50% higher than any other factor.

How to Get Honest Strategy Feedback from Employees

How can leaders better engage employees in the strategy process? 

It starts with seven steps that encourage candid, constructive feedback from their teams about strategic directions and plans.

How does your approach stack up?

 

 

 

 

VOICE OF THE CUSTOMER

 

Martena Kusz

VP of Strategy

J.S. Held

"You and your change management approach were exactly what we needed to create the clarity, transparency, and alignment.

 

Thank you for navigating a high stakes, complex, and political process with thoughtfulness and practicality."

 

 

 

Toolkits for Leaders

 

 

Proven tools for leaders to boost performance

 

 

Proven tools for strategy design and implementation

 

 

 

 

About LSA Global

 

 

 

 

Get Aligned. Stay Aligned.™

 

 

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