This presentation explores strategies and tactics that enable sales leaders to develop and nurture a microculture that fuels innovation, collaboration, and buy-in from every team member. These insights from real-world experiences provide practical guidance to navigate the complexities of sales leadership while fostering an environment where everyone can flourish. Developed by Michael Rhiness from trgt

1. Unlocking Sales Success:
Shifting the Focus from Process
Changes to Outcomes Value

2. The Power of Future Outcome Values
● Resistance to Change

3. The Power of Future Outcome Values
● Resistance to Change
● Fear of the Unknown

4. The Power of Future Outcome Values
● Resistance to Change
● Fear of the Unknown
● Loss of Control

5. The Power of Future Outcome Values
● Resistance to Change
● Fear of the Unknown
● Loss of Control
● Disruption and Uncertainty

6. The Power of Future Outcome Values
● Resistance to Change
● Fear of the Unknown
● Loss of Control
● Disruption and Uncertainty
● Comfort Zone Bias

7. The Power of Future Outcome Values
● Resistance to Change
● Fear of the Unknown
● Loss of Control
● Disruption and Uncertainty
● Comfort Zone Bias
● Emotional Attachment

8. Igniting Excitement and Motivation

9. Igniting Excitement and Motivation
● Vision of Improvement

10. Igniting Excitement and Motivation
● Vision of Improvement
● Overcoming Pain Points

11. Igniting Excitement and Motivation
● Vision of Improvement
● Overcoming Pain Points
● Competitive Advantage

12. Igniting Excitement and Motivation
● Vision of Improvement
● Overcoming Pain Points
● Competitive Advantage
● Personal and Professional Growth

13. Igniting Excitement and Motivation
● Vision of Improvement
● Overcoming Pain Points
● Competitive Advantage
● Personal and Professional Growth
● Emotional Connection

14. Systems Thinking

15. Systems Thinking
● Holistic Understanding

16. Systems Thinking
● Holistic Understanding
● Interconnectedness of Processes

17. Systems Thinking
● Holistic Understanding
● Interconnectedness of Processes
● Synergy and Collaboration

18. Systems Thinking
● Holistic Understanding
● Interconnectedness of Processes
● Synergy and Collaboration
● Feedback Loops and Continuous Development

19. Systems Thinking
● Holistic Understanding
● Interconnectedness of Processes
● Synergy and Collaboration
● Feedback Loops and Continuous Development
● Emergent Properties

20. Moving from Current State to Future State

21. Moving from Current State to Future State
● Understanding the Current State

22. Moving from Current State to Future State
● Understanding the Current State
● Identifying Pain Points

23. Moving from Current State to Future State
● Understanding the Current State
● Identifying Pain Points
● Customization and Personalization

24. Moving from Current State to Future State
● Understanding the Current State
● Identifying Pain Points
● Customization and Personalization
● Empathy and Validation

25. Moving from Current State to Future State
● Understanding the Current State
● Identifying Pain Points
● Customization and Personalization
● Empathy and Validation
● Leveraging Data and Metrics

26. Moving from Current State to Future State
● Understanding the Current State
● Identifying Pain Points
● Customization and Personalization
● Empathy and Validation
● Leveraging Data and Metrics
● Tailoring the Value Proposition

27. Articulating the Future State

28. Articulating the Future State
● Inspiring Vision

29. Articulating the Future State
● Inspiring Vision
● Tangible Benefits

30. Articulating the Future State
● Inspiring Vision
● Tangible Benefits
● Enhanced Customer Experience

31. Articulating the Future State
● Inspiring Vision
● Tangible Benefits
● Enhanced Customer Experience
● Scalability and Adaptability

32. Articulating the Future State
● Inspiring Vision
● Tangible Benefits
● Enhanced Customer Experience
● Scalability and Adaptability
● Collaborative Partnership

33. Positioning Outcomes Value

34. Positioning Outcomes Value
● Quantifying Benefits

35. Positioning Outcomes Value
● Quantifying Benefits
● Measurable Results

36. Positioning Outcomes Value
● Quantifying Benefits
● Measurable Results
● Return on Investment

37. Positioning Outcomes Value
● Quantifying Benefits
● Measurable Results
● Return on Investment
● Key Performance Indicators

38. Positioning Outcomes Value
● Quantifying Benefits
● Measurable Results
● Return on Investment
● Key Performance Indicators
● Comparative Analysis

39. Positioning Outcomes Value
● Quantifying Benefits
● Measurable Results
● Return on Investment
● Key Performance Indicators
● Comparative Analysis
● Data-Driven Decision Making

40. Addressing Concerns

41. Addressing
Concerns

42. Summary