Commander of the Fleet - Taking your Business to the Next Level

This podcast discusses the challenges facing sales organisations and how PRISM can help.

Alex Ede, Business Development Director at PRISM Brain Mapping is joined by Anna Britnor Guest of Alate Business Growth. Anna's company, which is currently celebrating 20 years in business, targets revenue and people growth by focusing on the critical ingredients of process and behaviour. By developing frameworks, skills sets, and raising awareness of behaviour, they ensure business growth is underpinned by the right systems and the right actions.

The question, this podcast hopes to answer is how you grow your revenues? But more importantly how do you grow your people to capitalise on your greatest asset.

Some of the challenges facing sales organisations today...

• Global economic & political environments
• War for talent
• The complexity of technology
• Long & protracted sales cycles
• Dealing with multiple stakeholders
• Articulating the business value of your product

and how can PRISM help?

Alex and Anna discuss 5 key areas where PRISM can help:

• Empowering leaders to be the best they can be
• Developing and supporting existing talent
• Recruiting the right people
• Onboarding new talent for maximum impact
• Really working as a team

Empowering leaders to be the best they can be

There are many facets to leadership and many ways to lead, PRISM helps leaders understand their behavioural preferences, and how they can be the best they can by leading and coaching their team. PRISM provides a language for leaders to understand their behaviour and the behaviour of those around them, this awareness being crucial to recognising the impact they have as a leader and what areas they may need to change. PRISM helps leaders lay a framework to build sales skills and capability, by moving reactive 'deal' coaching to more pro-active behavioural and performance-based coaching.

Developing and supporting existing talent

Using PRISM across your team allows leaders to understand what leadership style is appropriate for each individual and the situation, and what coaching input will have the best effect. Team members gain a raised awareness of their preferences and understand how they can use these to have maximum impact, both internally with their team and colleagues, and externally with clients and stakeholders.

Having the right person in the role does not automatically drive results, however by reviewing each stage of the customer buying journey you can identify stages where the person has a strong behavioural fit and the stages where they might struggle. Targeting the right development needs and the appropriate level of challenge and support ensures a stronger probability of sales success.

Using knowledge gained from PRISM combined with targeted coaching can help your salespeople determine the cluese that identify their customers' preferences and flex their behaviour accordingly.

Recruiting the right people

This is a key area where PRISM can help. Standard job titles often mean different things and lead to differing expectations from the employer and the applicant. Understanding the role is the first step to getting the right person, it is crucial that both you and any potential employee really understand what the job requires and whether there is a good overall fit.

Using the PRISM benchmark process employers can create clearly defined and accurate benchmarks and then match applicants against this to reveal exactly how suitable they are for role. Information gained from PRISM highlights key areas that may need more explanation during the selection process.

Onboarding new talent for maximum impact

Once recruited new employees need a well-defined 'path to performance', this is not a standard generic framework but a route focused and fine-tuned framework for each individual. There will undoubtedly be areas of comfort where they can hit the ground running and likewise areas of discomfort. PRISM can help identify your new employees' comfort zones, allowing you to tailor their 'path to performance' specifically targeting areas where they may need more support and development.

Really working as a team

Unfortunately, it is often rare for sales teams to work as team, but becoming more collaborative and learning from each other's experiences brings great rewards. PRISM Team Maps illustrate the team's behavioural preferences highlighting their strengths, blindspots and the impact they have on team, task and individual. These maps generate huge interest amongst team members, springboarding powerful conversations around how they can maximise their potential. Teams begin to understand that fellow team members are not the competition, the business competitors are.

If you would like more information on how ...