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June 29, 2019
3 Signs of Good and Bad Strategies
12 Leadership Tools to Rise Above
 Effective leaders grow their people and the business through organizational alignment by ensuring the strategic direction is clear, by building a high performance culture and by attracting, developing, engaging and retaining top talent.
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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
May 29, 2019
How to Sell Value versus Price to Land Big Deals
 The real winners in complex and high stakes sales situations focus on customer value, not price - even when price is a critical factor.
How?
Top sellers know that buyers ultimately care more about the
value that they receive than the price. A less expensive product or service
that doesn't fit their needs or that adds more risk or complications is
usually not worth it - you get what you pay for.
Defining Value During the Sales Process
Value is truly in the eye of the customer or buyer. In order
to make an important and material purchase, a buyer has to fully understand
how the tangible and intangible benefits outweigh the fully loaded
costs.
If your sales
team is feeling pricing pressure, remember that while price is an
important piece of your value proposition, it is only one component of the
overall buying decision.
What really counts is your ability to fully deliver what
matters most.
The Role Your Value Proposition Plays
Your unique
value proposition should be an essential part of your brand positioning,
messaging and go to market sales strategy. Every sales rep should be able to
clearly articulate what sets you apart from the competition to your target
clients.
An effective value proposition answers three key buyer
questions:
1. Relevance
How your offering will tangibly
improve their situation in an area of high importance.
2. Differentiation
Why your offering is uniquely better than any other available alternative - is it better, faster, or cheaper?
3. Proof
What specific evidence do you have that your claims of superiority are accurate?
Defining Customer Value
is Dynamic
The best sellers understand
that their value proposition may need to be customized according to the needs
of each customer. Not every buyer is the same; they have different needs,
come from different backgrounds, occupy different situations, have different
working styles, fulfill different roles, etc. High performing sellers
intimately know their target customers and know how to craft a unique value
recipe that is nuanced for each individual customer.
And because high performing
sellers intimately know their target customers, they know that the unique
recipe for customer value has important nuances across customers.
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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
Sales Toolkit to Stay Above the Competition
 Effective sales leaders grow revenue and profits through organizational alignment by ensuring the go-to-market sales strategy is clear, by building a high performance sales culture and by attracting, developing, engaging and retaining top sales talent.
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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
April 26, 2019
Top 16 Questions that Measure Employees' Satisfaction with their Managers
Do You Know What Employees REALLY Think?
It may be scary to learn what employees really think about you and your company, but you need to know if you want to truly engage and retain them. Employees who are dissatisfied with their company or their manager think seriously about giving less discretionary effort and about leaving for greener pastures. In fact, more employee attrition is due to dissatisfaction with managers than any other reason. Are you willing to risk losing team members when you still have a chance to find better ways to lead and work together? The Role of Managers Based upon over 500,000 annual employee engagement surveys per year, we know that management effectiveness - how well managers perform their jobs and how much respect employees have for their managers - has an extremely strong correlation to employee engagement. Employees who believe that their managers and supervisors truly care are more likely to be engaged in their work. And engaged employees are productive employees. Ask the Right Questions You need to ask the the right engagement questions to see how highly your employees rate your managers. We know what questions to ask because we know what areas correlate most to higher levels of employee loyalty, discretionary effort and advocacy. Do not fall into the trap of using questions that do not correlate to increased levels of employee engagement and retention. The Top 16 Questions that Measure Employees' Satisfaction with their Managers Overall 1. Do you regularly receive constructive performance feedback from your manager? 2. Do you understand how your performance is measured? 3. Do you think your manager cares about you as a person? 4. Does your manager care about your development? Communication 5. Does management clearly communicate expectations? 6. Does your manager effectively communicate the information you need to understand? 7. Does management explain the reasons behind decisions made? 8. Do managers handle disagreements professionally? 9. Does your manager explain how the organization's future plans affect you? |
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
New Manager Toolkit
 At a strategic level, good managers set the right course, create clear goals, roles, success metrics and career paths. At a cultural level, good managers commit to making it a great place to work and value people as their most important resource while ensuring that their direct reports are held accountable and recognized for their contributions. At a talent level, good managers consistently attract, develop, engage and retain top talent that fits. Get field-tested manager tools to outperform your peers. |
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
March 23, 2019
6 Field-tested Steps to Restructure Your Team
Effective organizational structures help
teams to perform beyond the sum of their parts.
Before
restructuring their team, leaders should be clear about what their current
and desired organizational structure encompasses in terms of goals, roles,
tasks, and processes used to organize the flow of work. This includes the
underlying relationships and beliefs required to get work done on a
day-to-day basis.
Can Restructuring Solve Your Problem?
Periodically
and for a variety of reasons, it makes sense to reorganize your team to
unlock value or to fix a problem. While team reorganizations sound like a
relatively fast and concrete way to solve complex problems, a recent McKinsey
survey found that over eighty percent fail to deliver the desired benefits on
schedule.
And teams
that have been through a reorganization often report higher levels of stress,
lower levels of productivity, and decreased levels of employee
engagement. So while structural change sounds like a smart way to
improve collaboration, communication, and performance problems, team
reorganizations are fraught with performance and people challenges.
The Top Reasons to Reorganize Your Team
As with
any change, there is typically a specific catalyst that drives the need to
restructure a team. The most common reasons reported by our clients
include:
Why Up to 80% of Team Reorganizations Fail
Any
reorganization upsets the status quo. And change is likely to be at least
resisted and at worst feared and fought. Like most major corporate change
initiatives, team reorganizations typically fail due to employee resistance
driven by a combination of:
Is your
reorg set up to succeed?
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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 23, 2019
Sales Toolkit to Stay Above the Competition
 Effective sales leaders grow revenue and profits through organizational alignment by ensuring the go-to-market sales strategy is clear, by building a high performance sales culture and by attracting, developing, engaging and retaining top sales talent.
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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
3 Things to Get More from Your Sales Team
The highest performing sales leaders know how and when to
apply the right amount of performance pressure.
Sales
leaders are expected to get the most from their sales teams in terms of
revenue, margin, win rate, cycle time, portfolio mix, client satisfaction,
and client retention.
Sales Leaders Want More from their Teams
To
achieve results, most leaders report wanting and needing more from their
teams to reach their targets. This is no easy task. Sales leaders also
report struggling mightily with how far and how hard to push their
teams to meet ever-increasing expectations.
On
one hand, sales leaders want to reach for the stars and exceed expectations.
On the other hand, they do not want to push too hard or too fast and risk
losing people, respect, or clients. Their concern is valid.
The Definition of Performance Pressure
We
define performance pressure as how much your sales force feels the need to
improve performance. Sales performance pressure increases when you ask for
more and when you have high consequences for success or failure. Conversely,
sales performance pressure decreases when you ask for less (or are unclear
about what you are asking) and when you have minimal consequences for success
or failure.
How to Strike the Right Balance
So
how do sales leaders strike the right balance when they want and need more?
Like the story of Goldilocks and the Three Bears, some sales performance
pressure is too much, some is too little, and some is "just right."
It depends on your specific sales objectives and situation.
Regardless
of the amount of sales pressure you put on your team, the right amount of
performance pressure is a necessary component to getting the most out of your
sales force. Unfortunately, too many sales leaders try to create urgency when
they believe their team is not pushing hard enough without understanding what
it takes to set them up for success. Pushing your team too hard can result in
burnout, disengagement, under-performance, and attrition.
Smart
sales leaders know that performance pressure must be carefully monitored and
balanced by other factors. If you create too much or too little performance
pressure, it will not matter if you have the "right sales people"
or a "great sales strategy" or a "strong desire to grow."
You will most likely not get the results you want.
To
understand the right balance of performance pressure for your sales force,
pay careful attention to three areas before you try to increase levels of
urgency and performance.
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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
January 26, 2019
Change Management Toolkit to Link Strategy and Results
Effective change leaders
design, mobilize, and transform their organizations by linking strategy and
results.
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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
Are Your Managers Making Decisions that Move Your Strategy Forward?
The Real Decision Makers
While
most agree that the executive team is responsible for setting the strategic
direction, too many employees are confused about who is responsible for
moving the strategy forward. We believe that the real engine of strategy execution
resides with line managers who make day-to-day decisions.
Line
managers are "on the ground" and close to customers. They can
readily see what needs to be done and when. To meet increasing customer
expectations, there is often little time to follow lengthy and time consuming
protocols or to wait for decisions from the C-Suite.
Ineffective Decision Making
When
managers are disconnected from what matters most and how work should be
accomplished, even well-crafted strategies can falter. Ideally, each and
every decision throughout a company should help to move the strategy forward.
Are your managers up to the task?
What This Means for Business Leaders
If
you want your managers to make the right decisions, you need to connect the
dots between where the company is headed, how the work should be
accomplished, and their unique contribution and purview to make it
happen.
To
improve decision making:
The Bottom Line
A leadership team can announce a
strategy, but that strategy will only be fully executed if line managers
understand it, believe in it, and can make aligned decisions. Leaders
need to actively involve managers in the strategy design and then connect the
dots with the right decision-making guidelines, skills, and empowerment to
succeed.
To
learn more about creating the management capabilities to move your strategy
forward, download
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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
January 15, 2019
LSA Global - Top Articles from 2018
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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
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November 24, 2018
Sales Toolkit to Stay Above the Competition
Effective sales
leaders grow revenue and profits through organizational alignment by ensuring
the go-to-market sales strategy is clear, by building a high performance
sales culture and by attracting, developing, engaging and retaining top sales
talent.
|
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
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