Our main takeaways are what we consider available for immediate action. There are plenty of additional insightful takeaways that can benefit Kaplan with time and resources.
In order to survive and thrive, WE MUST PRIORITIZE CHANGE
Continue to define and share the path forward so we do not revert to the norm
Charge everyone (Sales, Marketing, Customer Service, Leaders, and more) to USE new strategies and tools (train, practice, reflect)
Hold everyone Accountable and ensure there is support to help everyone adapt and grow
Change what it means to be “Busy” Vs. “Productive”
Make time available for reflection of change to see the effect it has. Continued conversation of the good, bad, and everything else.
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The Future of Sales is collaborative. |
Break down Silos from all teams (Sales, marketing, Customer Service and More)
Open communication & collaboration where all teams are in the same “room” (Ex. Marketing in Sales Training, Sales in Marketing Strategy sessions)
Transparency and alignment to embrace TAYA/HubSpot integration as a company.
Recognizing Wins & Collaboration. If we only focus on the negative we do not reinforce what the team is doing well.
Every Role must prioritize the buyer
Shared consistent messaging to buyers from all parts of their journey.
Align Team Goals of where we are at to have clear progress on the same objectives.
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Never forget the progress made and celebrate those important victories. |
Accountability & Coaching - (Train the Trainers)
Regional Sales Managers need to be given the time without affecting their sales to lead their teams and share their expertise by:
Staying connected and engaged
Coaching and driving results
Setting expectations utilizing HubSpot Data supported by Sales Enablement.
Role Playing
Drive growth in Sales team and Revenue
Provide opportunities for regional collaboration to learn and support each other.
Managers have to be involved and held accountable to the process
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Growth Takes Time and we have to stay open to continuously and consistently support their teams. How can Kaplan make Coaching sustainable when we continue to have to put out day to day fires. If we don’t invest the time to give time, this will never last. |
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Big three
What’s our why, how do we solve problems before providing solutions.
Walls between sales and marketing
Train the trainers - Give the sales managers time
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Do not practice on your customers - practice on yourselves!
Assignment selling utilizing this language in outreach - “Can you make a promise you will read this before our next conversation?”
Expand use of Local Rep Pages for Regional/Localized content.
Can we automate messaging for Sales to get a notification when a new article is published and then added to the spreadsheet through a form/workflow? (Ben Objective)Silos kill sales - Remove the silos so the team doesn’t say “Oh, I didn’t know we had that”
Recording Calls & Call Review
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