Pivot: Creating a New Sales O/S

“There is nothing so useless as doing efficiently that which should not be done at all.” – Peter Drucker

For decades, innovation in the sales industry has meant doing things “faster.” Every sector has adopted new technology at record pace, for record amounts of money. They can reach “more” customers than ever with internet, wireless, email and social media. They can process transactions “faster” with online document systems and record keeping. They can train salespeople “whenever” they need to learn, live and online.

It’s all faster. Now it’s time to make it better.

Pivot: Creating a New Sales O/S will help your company do just that. It’s time to look at how many sales companies are organized and ask: Is this the best way to bring our people, technology and customers together to create great results? In the Pivot workshop, we will help your company envision the next generation of sales, support and management that will delight customers and create market leaders in any industry.

During the Pivot Workshop, we’ll explore:

• What does it mean to innovate, and when does innovation “happen”?
• What’s more important, People or Technology, in the future?
• Why did some companies stall during the recession, while others flourished?
• How will knowledge, labor and management be combined in the future to create success?
• What role will your customers play in the “collaborative economy” company of the future?

 For sales people, Pivot challenges them to:

• Identify how Senior, Boomer, Gen X and Gen Y consumers will require different modes of service
• Explore the personal skills and technical expertise salespeople need to succeed
• Evaluate personal growth and congruence with the common traits of high performing individuals
• Anticipate how a strengths-based, interdependent organization will empower their success

For managers and leaders, Pivot encourages them to:

• Move beyond legacy thinking, modeling and operational practices
• Examine strengths-based inter-dependent organizational models, teams and virtual collaboration
• Develop an operating system that empowers consumers, salespeople and managers
• Eliminate false organizational barriers such as “branch” or “corporate” to create integrated best practices
• Re-deploy management talents to make the best contributions across the entire company
• Substitute magnetism for recruiting as the core mode of expanding their sales force
• Developing their own markets, rather than competing in those established by tradition and competitors

Unlike other “futuristic” workshops, Pivot is based upon actual successes and failures in a multitude of industries – retail, real estate, luxury goods and electronics – around the world. Examples of real companies in these industries are used to illustrate the opportunities and challenges of rethinking your organization for the marketplaces of today and tomorrow.

Pivot can be a challenging, and motivating, opportunity for sales organizations to maximize the potential of their people, technology and industries, without falling back on the legacy memes of success and competition. Organizations ready to pursue their own destinies and create their own value stories can use Pivot as the starting point for their future operating system.