In this SlideShare, Richardson discusses how to increase the ROI of your training initiative with a strong sustainment strategy. Learn how to build a strong sustainment strategy that will maximize sales training investment with tools and assets for sales teams as they continue their learning journeys.
Lecture 10: Good and Bad CSR – A critical perspectiveDr. Alex Hope
CSR reporting allows companies to communicate their social and environmental impacts and performance to stakeholders. It is becoming more common due to pressures from stakeholders, though reporting practices vary. Good CSR reporting is transparent, uses standardized frameworks, includes stakeholder engagement, and shows outcomes and progress over time. Key aspects of quality reporting include materiality, clear data, targets, and linking CSR to business strategy. Stakeholder dialogue is important for identifying issues and verifying report content.
- Corporate social responsibility (CSR) funding presents opportunities for higher education institutions in Andhra Pradesh to upgrade infrastructure, build faculty capacity, and support other projects.
- However, universities lack proper resources and awareness about CSR to attract funding, and face legal issues in establishing bodies to receive and manage funds.
- Actions taken include creating project proposals, engaging legal experts to set up a society, building alumni networks and industry databases to facilitate CSR contributions. But communication gaps and delays in government approvals remain challenges.
This document discusses how corporate social responsibility (CSR) can boost public relations (PR) efforts. It outlines that CSR must align with a company's core business strategy and goals. More than 88% of consumers think companies should achieve business and social goals, and many would pay more for products from socially responsible companies. The document provides tips for developing a CSR plan focusing on profit, people, and planet. It also gives ideas for PR activities like community involvement and social media to engage customers and employees in CSR efforts. Baby steps are recommended for companies not ready for a full CSR program.
Getting to Equal: The Disability Inclusion Advantageaccenture
Accenture strives for an inclusive and accessible workplace that enables & provides jobs for persons with disabilities (PwD). Learn about our PwD programs.
The document outlines Nike's corporate social responsibility program. It discusses initiatives like providing all-inclusive scholarships to help underprivileged youth get an education. It also talks about their football program that provides activities to over 170,000 youth players through 183 clubs. The program aims to be inclusive, fun, social, and promote health. Testimonials from participants indicate the program is helping them improve skills and empowering them to pursue opportunities like higher education and showing their siblings what is possible. The overall goal is to bring inspiration and innovation to every athlete in the world through these types of community initiatives.
Global CSR Summit- Best Practices |Services:Innovation| Ms. Chandni TanejaNavjyoti IndiaFoundation
“Companies that are breaking the mold are moving beyond corporate social responsibility to social innovation. These companies are the vanguard of the new paradigm."
On July 25, 2013, Global CSR Summit 2013 was held at PHD House, New Delhi, where solutions were proposed and discussed for Sustainable Inclusive Growth.
Ms. Chandni Taneja, Executive Director, Navjyoti India Foundation, spoke on 'Services that lead to Innovation' through case studies of Navjyoti India Foundation's vivid corporate linkages that have not only led to fulfillment of CSR policies, but also potentially create way for an innovative, more effective thinking paradigm.
Lecture 10: Good and Bad CSR – A critical perspectiveDr. Alex Hope
CSR reporting allows companies to communicate their social and environmental impacts and performance to stakeholders. It is becoming more common due to pressures from stakeholders, though reporting practices vary. Good CSR reporting is transparent, uses standardized frameworks, includes stakeholder engagement, and shows outcomes and progress over time. Key aspects of quality reporting include materiality, clear data, targets, and linking CSR to business strategy. Stakeholder dialogue is important for identifying issues and verifying report content.
- Corporate social responsibility (CSR) funding presents opportunities for higher education institutions in Andhra Pradesh to upgrade infrastructure, build faculty capacity, and support other projects.
- However, universities lack proper resources and awareness about CSR to attract funding, and face legal issues in establishing bodies to receive and manage funds.
- Actions taken include creating project proposals, engaging legal experts to set up a society, building alumni networks and industry databases to facilitate CSR contributions. But communication gaps and delays in government approvals remain challenges.
This document discusses how corporate social responsibility (CSR) can boost public relations (PR) efforts. It outlines that CSR must align with a company's core business strategy and goals. More than 88% of consumers think companies should achieve business and social goals, and many would pay more for products from socially responsible companies. The document provides tips for developing a CSR plan focusing on profit, people, and planet. It also gives ideas for PR activities like community involvement and social media to engage customers and employees in CSR efforts. Baby steps are recommended for companies not ready for a full CSR program.
Getting to Equal: The Disability Inclusion Advantageaccenture
Accenture strives for an inclusive and accessible workplace that enables & provides jobs for persons with disabilities (PwD). Learn about our PwD programs.
The document outlines Nike's corporate social responsibility program. It discusses initiatives like providing all-inclusive scholarships to help underprivileged youth get an education. It also talks about their football program that provides activities to over 170,000 youth players through 183 clubs. The program aims to be inclusive, fun, social, and promote health. Testimonials from participants indicate the program is helping them improve skills and empowering them to pursue opportunities like higher education and showing their siblings what is possible. The overall goal is to bring inspiration and innovation to every athlete in the world through these types of community initiatives.
Global CSR Summit- Best Practices |Services:Innovation| Ms. Chandni TanejaNavjyoti IndiaFoundation
“Companies that are breaking the mold are moving beyond corporate social responsibility to social innovation. These companies are the vanguard of the new paradigm."
On July 25, 2013, Global CSR Summit 2013 was held at PHD House, New Delhi, where solutions were proposed and discussed for Sustainable Inclusive Growth.
Ms. Chandni Taneja, Executive Director, Navjyoti India Foundation, spoke on 'Services that lead to Innovation' through case studies of Navjyoti India Foundation's vivid corporate linkages that have not only led to fulfillment of CSR policies, but also potentially create way for an innovative, more effective thinking paradigm.
The document discusses several key findings from surveys of corporate executives about corporate social responsibility programs:
- Executives see making a positive social impact and demonstrating corporate values as the primary reasons for CSR programs, rather than customer loyalty or employee retention.
- Non-profit partners are seen as important to CSR success by providing expertise and infrastructure.
- Strong support from senior management and clear objectives are seen as important to successful CSR programs.
- While some CSR programs focus on single issues like the environment, many take a multi-issue approach across areas like education, health, and sustainability.
The document discusses the importance and impact of employee engagement. It provides evidence that improved engagement across the UK could add £26 billion to GDP and boost the economy. Research identified four key enablers to effective engagement: a strong strategic narrative, engaging managers, employee voice, and integrity. Case studies show organizations with high engagement have higher sales, customer satisfaction, productivity, and profit, and lower costs, turnover, and safety incidents. The document argues that all leaders should focus on these enablers to tackle the UK's engagement deficit and realize significant economic and performance benefits.
Corporate Social Responsibility - Importance and its Practice | INB480 SMIRifatul Sazal
The general definition of CSR and its importance form companies or brands perspective. And some few Brands who are practicing CSR in Bangladesh and abroad
Corporate social responsibility on internationally operating organizations SayantanDasgupta16
Corporate strategy involves long term company-wide decisions and actions that can help an organization achieve its objectives. (Hill and Jones, 2008). It takes into account the environment through its structure of resources and competencies with the aim of achieving and exceeding the expectations of the stakeholder.
Corporate social responsibility (CSR) refers to integrating social and environmental concerns into business operations and interactions with stakeholders on a voluntary basis. CSR suggests companies have a duty to care for society. The document discusses definitions of CSR, models of CSR, ways companies demonstrate CSR, benefits of CSR like improved reputation and employee engagement, the importance of CSR, components of CSR, and concludes that CSR improves company image when tailored to the business without compromising productivity or profits.
global reporting initiative & sustainability reportingNidhi Mathai
The document discusses sustainability reporting and the Global Reporting Initiative (GRI) framework for sustainability reporting. It provides information on:
- What sustainability reporting is and its importance for companies.
- The GRI sustainability reporting framework, including its principles, standard disclosures, and sector supplements.
- How the GRI framework has evolved over time from G3 to G4 guidelines.
- Key performance indicators reported in sustainability reports across economic, environmental, social, and governance topics.
- National and global trends in sustainability reporting adoption.
In this SlideShare, Richardson discusses how your organization can implement an ongoing measurement approach that encompasses real-time collection of data rather than solely relying on the traditional approach of surveying “before and after.” The slides show you that a continuous feed of analytics creates data-driven insights for sales professionals, sales managers, and learning leaders about what’s working and where a course correction may be necessary.
How Sales Organizations Can Prevail Against Economic HeadwindsRichardson
Tips for sales professionals to get ahead of the economic cycle. Sales leaders want long-term goals, incremental growth, greater responsibility, and less challenges. This SlideShare will help you accomplish these goals.
It is long but page 10 Key Findings and page 40-41 Action Items gives great information and conclusions of their study of companies using LSS. HP should take notice to gain insight.
Those who like data, there is several charts and tables of data comparisons for you to dig into deeper understanding. Enjoy!
The document discusses the evolution of Deloitte's annual Human Capital Trends report from focusing on HR challenges to organizational challenges and now societal challenges, reflecting the rise of the social enterprise. It summarizes the key findings of the 2019 report, which identify 10 trends in three categories: the future of work, the future of the organization, and the future of HR. The trends focus on issues like the changing workforce, new types of jobs and leaders, improving employee experience, and the need to adapt learning and talent strategies to the modern world.
These slides are the property of Chilmark Research and have been published with their permission.
-
Population Health Management (PHM) has been in the health IT lexicon for nearly a decade, yet the industry still lacks a clear definition of how provider organizations extract value from their PHM initiatives. Part of the problem is that PHM is often defined as a technology solution when it, in fact, is not. Rather, PHM is a technology-enabled strategy that includes a multitude of capabilities (e.g., interoperability, analytics, care management, engagement, etc.) and services. Secondly, an organization adopts a PHM strategy to support its value-based care (VBC) contracts, but VBC remains an elusive target that is highly dependent on local and regional conditions.
In this presentation, John Moore briefly walks through the evolution of the PHM market and its increasingly integral tie to VBC and future technology and market trajectories. Highlighted topics include EHR versus best-of-breed solutions, FHIR and open APIs, and the increasing role of IT-enabled services.
Learning Objectives:
- Reframing PHM: Defining PHM as a strategy, not a product.
- Core elements of a technology-enabled PHM strategy.
- Moving organizational economics from fee-for-service to VBC and the role of Medicare Advantage.
- The impact of new interoperability efforts and trends to enable effective PHM strategies.
The document discusses change management fundamentals and frameworks. It defines change management, outlines why it is important for project success, and describes common challenges of change initiatives. It then details Navigate's change management framework, which includes leadership alignment, communications, organizational alignment, training, and change readiness activities to deliver sustainable outcomes. The framework focuses on understanding unique business needs, designing customized solutions, and delivering long-term impacts.
Accredited in Public Relations (APR): Does it serve its purpose? PRSANational
The document discusses potential paths forward for improving the Accredited in Public Relations (APR) credential. It summarizes the context of the APR, including declining numbers of PRSA members with the credential and mixed perceptions of its value. Three options are outlined: making low-key changes, discontinuing the credential, or overhauling it. The recommended option is to overhaul the credential by taking steps to increase its credibility, value, and improve the credential itself, such as obtaining third-party accreditation, re-evaluating requirements, and conducting a new practice analysis.
The document discusses potential paths forward for improving the Accredited in Public Relations (APR) credential. It summarizes the context of the APR, including declining numbers of PRSA members with the credential and mixed perceptions of its value. Three options are outlined: making low-key changes, discontinuing the credential, or overhauling it. The recommended option is to overhaul the credential by taking steps to increase its credibility, value, and improve the credential itself, such as obtaining third-party accreditation, re-evaluating requirements, and conducting a new practice analysis.
Getting to Equal | International Women’s Day 2019 | Accentureaccenture
Accenture’s “Getting to Equal” gender equality research presentation summarizes the importance of creating a culture of equality to drive innovation. See more.
Getting to Equal: The Disability Inclusion Advantageaccenture
Accenture strives for an inclusive and accessible workplace that enables & provides jobs for persons with disabilities (PwD). Learn about our PwD programs.
This document discusses organizational change and stress management. It covers several topics:
1. It contrasts forces for change with planned change and describes change agents.
2. It identifies sources of resistance to change at the individual and organizational level and ways to overcome resistance like communication and participation.
3. It compares four main approaches to managing organizational change - Lewin's three-step model, Kotter's eight-step plan, action research, and organizational development.
4. It discusses ways to create a culture for change like managing paradoxes, stimulating innovation, and encouraging experimentation and risk-taking.
The document summarizes the state of sustainability reporting in India based on a study of 46 sustainability reports from Indian companies. It finds that while sustainability reporting has grown in India, most companies still report using the GRI's core option rather than the comprehensive option. However, some sectors like cement show a preference for the comprehensive option. Overall, Indian companies are still cautious about disclosing sustainability aspects. The document also discusses how the strategy and analysis section of sustainability reports is increasingly important to provide information on sustainability risks and opportunities to stakeholders.
The document summarizes the state of sustainability reporting in India based on a study of 46 sustainability reports from Indian companies. It finds that while sustainability reporting has grown in India, most companies still report using the GRI's core option rather than the comprehensive option. Certain sectors like cement show a preference for comprehensive reporting. Overall, companies are gradually improving disclosure but remain cautious. The document also discusses how reporting can help integrate sustainability into business strategy and decision-making when it includes material topics, risks, opportunities, and senior management commitment.
The document discusses several key findings from surveys of corporate executives about corporate social responsibility programs:
- Executives see making a positive social impact and demonstrating corporate values as the primary reasons for CSR programs, rather than customer loyalty or employee retention.
- Non-profit partners are seen as important to CSR success by providing expertise and infrastructure.
- Strong support from senior management and clear objectives are seen as important to successful CSR programs.
- While some CSR programs focus on single issues like the environment, many take a multi-issue approach across areas like education, health, and sustainability.
The document discusses the importance and impact of employee engagement. It provides evidence that improved engagement across the UK could add £26 billion to GDP and boost the economy. Research identified four key enablers to effective engagement: a strong strategic narrative, engaging managers, employee voice, and integrity. Case studies show organizations with high engagement have higher sales, customer satisfaction, productivity, and profit, and lower costs, turnover, and safety incidents. The document argues that all leaders should focus on these enablers to tackle the UK's engagement deficit and realize significant economic and performance benefits.
Corporate Social Responsibility - Importance and its Practice | INB480 SMIRifatul Sazal
The general definition of CSR and its importance form companies or brands perspective. And some few Brands who are practicing CSR in Bangladesh and abroad
Corporate social responsibility on internationally operating organizations SayantanDasgupta16
Corporate strategy involves long term company-wide decisions and actions that can help an organization achieve its objectives. (Hill and Jones, 2008). It takes into account the environment through its structure of resources and competencies with the aim of achieving and exceeding the expectations of the stakeholder.
Corporate social responsibility (CSR) refers to integrating social and environmental concerns into business operations and interactions with stakeholders on a voluntary basis. CSR suggests companies have a duty to care for society. The document discusses definitions of CSR, models of CSR, ways companies demonstrate CSR, benefits of CSR like improved reputation and employee engagement, the importance of CSR, components of CSR, and concludes that CSR improves company image when tailored to the business without compromising productivity or profits.
global reporting initiative & sustainability reportingNidhi Mathai
The document discusses sustainability reporting and the Global Reporting Initiative (GRI) framework for sustainability reporting. It provides information on:
- What sustainability reporting is and its importance for companies.
- The GRI sustainability reporting framework, including its principles, standard disclosures, and sector supplements.
- How the GRI framework has evolved over time from G3 to G4 guidelines.
- Key performance indicators reported in sustainability reports across economic, environmental, social, and governance topics.
- National and global trends in sustainability reporting adoption.
In this SlideShare, Richardson discusses how your organization can implement an ongoing measurement approach that encompasses real-time collection of data rather than solely relying on the traditional approach of surveying “before and after.” The slides show you that a continuous feed of analytics creates data-driven insights for sales professionals, sales managers, and learning leaders about what’s working and where a course correction may be necessary.
How Sales Organizations Can Prevail Against Economic HeadwindsRichardson
Tips for sales professionals to get ahead of the economic cycle. Sales leaders want long-term goals, incremental growth, greater responsibility, and less challenges. This SlideShare will help you accomplish these goals.
It is long but page 10 Key Findings and page 40-41 Action Items gives great information and conclusions of their study of companies using LSS. HP should take notice to gain insight.
Those who like data, there is several charts and tables of data comparisons for you to dig into deeper understanding. Enjoy!
The document discusses the evolution of Deloitte's annual Human Capital Trends report from focusing on HR challenges to organizational challenges and now societal challenges, reflecting the rise of the social enterprise. It summarizes the key findings of the 2019 report, which identify 10 trends in three categories: the future of work, the future of the organization, and the future of HR. The trends focus on issues like the changing workforce, new types of jobs and leaders, improving employee experience, and the need to adapt learning and talent strategies to the modern world.
These slides are the property of Chilmark Research and have been published with their permission.
-
Population Health Management (PHM) has been in the health IT lexicon for nearly a decade, yet the industry still lacks a clear definition of how provider organizations extract value from their PHM initiatives. Part of the problem is that PHM is often defined as a technology solution when it, in fact, is not. Rather, PHM is a technology-enabled strategy that includes a multitude of capabilities (e.g., interoperability, analytics, care management, engagement, etc.) and services. Secondly, an organization adopts a PHM strategy to support its value-based care (VBC) contracts, but VBC remains an elusive target that is highly dependent on local and regional conditions.
In this presentation, John Moore briefly walks through the evolution of the PHM market and its increasingly integral tie to VBC and future technology and market trajectories. Highlighted topics include EHR versus best-of-breed solutions, FHIR and open APIs, and the increasing role of IT-enabled services.
Learning Objectives:
- Reframing PHM: Defining PHM as a strategy, not a product.
- Core elements of a technology-enabled PHM strategy.
- Moving organizational economics from fee-for-service to VBC and the role of Medicare Advantage.
- The impact of new interoperability efforts and trends to enable effective PHM strategies.
The document discusses change management fundamentals and frameworks. It defines change management, outlines why it is important for project success, and describes common challenges of change initiatives. It then details Navigate's change management framework, which includes leadership alignment, communications, organizational alignment, training, and change readiness activities to deliver sustainable outcomes. The framework focuses on understanding unique business needs, designing customized solutions, and delivering long-term impacts.
Accredited in Public Relations (APR): Does it serve its purpose? PRSANational
The document discusses potential paths forward for improving the Accredited in Public Relations (APR) credential. It summarizes the context of the APR, including declining numbers of PRSA members with the credential and mixed perceptions of its value. Three options are outlined: making low-key changes, discontinuing the credential, or overhauling it. The recommended option is to overhaul the credential by taking steps to increase its credibility, value, and improve the credential itself, such as obtaining third-party accreditation, re-evaluating requirements, and conducting a new practice analysis.
The document discusses potential paths forward for improving the Accredited in Public Relations (APR) credential. It summarizes the context of the APR, including declining numbers of PRSA members with the credential and mixed perceptions of its value. Three options are outlined: making low-key changes, discontinuing the credential, or overhauling it. The recommended option is to overhaul the credential by taking steps to increase its credibility, value, and improve the credential itself, such as obtaining third-party accreditation, re-evaluating requirements, and conducting a new practice analysis.
Getting to Equal | International Women’s Day 2019 | Accentureaccenture
Accenture’s “Getting to Equal” gender equality research presentation summarizes the importance of creating a culture of equality to drive innovation. See more.
Getting to Equal: The Disability Inclusion Advantageaccenture
Accenture strives for an inclusive and accessible workplace that enables & provides jobs for persons with disabilities (PwD). Learn about our PwD programs.
This document discusses organizational change and stress management. It covers several topics:
1. It contrasts forces for change with planned change and describes change agents.
2. It identifies sources of resistance to change at the individual and organizational level and ways to overcome resistance like communication and participation.
3. It compares four main approaches to managing organizational change - Lewin's three-step model, Kotter's eight-step plan, action research, and organizational development.
4. It discusses ways to create a culture for change like managing paradoxes, stimulating innovation, and encouraging experimentation and risk-taking.
The document summarizes the state of sustainability reporting in India based on a study of 46 sustainability reports from Indian companies. It finds that while sustainability reporting has grown in India, most companies still report using the GRI's core option rather than the comprehensive option. However, some sectors like cement show a preference for the comprehensive option. Overall, Indian companies are still cautious about disclosing sustainability aspects. The document also discusses how the strategy and analysis section of sustainability reports is increasingly important to provide information on sustainability risks and opportunities to stakeholders.
The document summarizes the state of sustainability reporting in India based on a study of 46 sustainability reports from Indian companies. It finds that while sustainability reporting has grown in India, most companies still report using the GRI's core option rather than the comprehensive option. Certain sectors like cement show a preference for comprehensive reporting. Overall, companies are gradually improving disclosure but remain cautious. The document also discusses how reporting can help integrate sustainability into business strategy and decision-making when it includes material topics, risks, opportunities, and senior management commitment.
There is a huge opportunity for marketers to get more from the content they’re developing. That’s the conclusion the Content Marketing Institute (CMI) research team came to after
conducting its first-ever content management and strategy survey.
Our team surveyed 411 marketers from the CMI audience to learn how they manage content within their organizations. Read on to see the results.
Accredited in Public Relations (APR): Does it serve its purpose?PRSANational
The document discusses ways to enhance the Accredited in Public Relations (APR) credential. It analyzes the current context and challenges facing the APR, including declining numbers of PRSA members holding the credential and perceptions that it lacks value. The document outlines three potential paths forward: making low-key changes, discontinuing the APR, or overhauling the credential. It recommends overhauling the credential by taking steps to increase its credibility, value, and improve the credential itself. This would involve obtaining third-party accreditation, making the governing body independent, strengthening relationships, clarifying the purpose and marketing, and re-evaluating parts of the assessment process.
This document is a project report submitted by Rajpal Raju Saipogu to the University of Mumbai for their Master of Commerce program. The report analyzes the corporate social responsibility (CSR) efforts of Vodafone, a major mobile network operator. It includes sections on the objectives, methodology, scope, literature review, and concept of CSR. The report will evaluate Vodafone's CSR strategy and assess customer awareness of its CSR initiatives through a survey. The primary data is collected from 30 Vodafone customers in India through a questionnaire.
PMI Brightline - Why great ideas fail and how to make sure they don'tPMI Capítulo México
Brightline is a Project Management Institute (PMI) initiative together with leading global organizations dedicated to helping executives bridge the expensive and unproductive gap between strategy design and delivery.
Similar to Sustainment Strategies to Drive Results (20)
Driving Sales Productivity in a Portfolio CompanyRichardson
Private equity companies and their portfolio companies will learn more about standardizing the sales process, accelerating skill adoption, and delivering data-driven insights.
Understanding the buying factors, building consensus, and exploring the customer's white space will help the sales professional communicate to the customer, and understand more of the customer's needs.
Selling skills are only as strong as the outcomes they deliver. Effective sales training requires measuring results and aligning training with business goals. Richardson offers a four-level framework for optimizing sales training outcomes: 1) map competencies to growth strategies, 2) adapt learning to individuals, 3) leverage artificial intelligence to personalize learning, and 4) apply skills to real selling opportunities. This sequential model is designed to quickly adapt to changing markets and deliver measurable ROI.
CEO Insights: Anticipated Selling Trends for 2020Richardson
These tips will teach effective leaders about strong sales enablement strategies, sales culture, sales execution, and how they can create competitive advantages by improving their analytics.
This SlideShare explores how retail banking professionals can convert the customer’s needs into a sale and provides tips for how to enhance your retail banking service through building a better mindset, engaging with the customer, and develop enhanced value.
4 Tips to Make the Sale Before Month EndRichardson
Month End is a critical time for sales professionals to meet quotas. The document provides four ways for sales professionals to accelerate sales before the end of the month: 1) articulate the risks of maintaining the status quo to customers, 2) use framing to present the value of solutions compared to customers' current results, 3) get specific about issues, actions, and value using a three-part framework, and 4) use reflection questions to get customers thinking about solutions relative to their needs.
Tips for Effective Negotiations in SalesRichardson
Tips to become effective negotiators in sales. Learn how your sales professional's can use control, make offers, listen to buyer's response, and engage in trading effectively to close more deals.
Enhanced Service Through Consultative SalesRichardson
This presentation explores:
1. How to execute customer service that rises to the level of a competitive advantage
2. How sales professionals can shift their mindset to view sales as a way to add additional value to the customer
3. How to position additional services and products as part of the solution
Winning Complex Sales With an Intentional StrategyRichardson
As the buying journey has become more complex, dynamic, and iterative, sales professionals often find themselves in a daily state of crisis — reacting to customer changes and competitor moves.
This presentation explores why sales professionals must not only engage in customer-centric activities that add real value, but they must also navigate and anticipate the constant changes taking place for their buyers and help lead them through the buying process.
This presentation will cover the following:
1. Understanding how and why the buying process has changed and the imperative this change has created for sales professional's to think and act differently to compete today
2. Recognizing and influencing the critical factors buyers consider today in every buying decision
3. Utilizing Richardson's Momentum Methodology to assess position, create the right intentional and proactive strategy to differentiate, and execute with precision to drive the sale to close
Driving Key Account Growth: Planning and Execution to Access the White SpaceRichardson
Decreasing customer loyalty, higher expectations, and constant competitive threats are making forecasted business from your best customers anything but a certainty. The presentation will cover the following:
1. The guiding principles for excellence in strategic account planning
2. Quantitative and qualitative factors to consider in choosing accounts for strategic account planning
3. How to align to the customer’s strategy
Account plan execution
How your sales professionals can gain the confidence and skills to engage in higher-stakes dialogues to advance alignment and drive momentum?
This presentation will cover:
1. How to guide and assert thinking to clarify and strengthen the customer’s case for change
2. How to raise risk to preempt late-stage concerns and address stalls or delays
3. How to align stakeholders by understanding and resolving areas of internal misalignment
4. How to uptier to senior-level stakeholders
The purpose of this e-book is to highlight some of the major change themes we see and how winning organizations are adapting their approach with Richardson’s support.
Sales Coaching: Real-deal Enablement is EssentialRichardson
The document discusses the importance and benefits of real-time deal coaching for sales teams. It finds that sales organizations that provide formal one-on-one coaching on individual deals achieve 15% higher conversion rates, 14% shorter sales cycles, and 11% stronger quota attainment compared to those without such coaching. Winning organizations are also more likely to move beyond generic training and seek external consultants or trainers to assist with real-time coaching on specific deals. Regular coaching in this way helps sales teams avoid unnecessary delays in closing deals and missing sales targets.
Richardson Research: Teamwork in SellingRichardson
The document discusses team selling in organizations. It finds that over 81% of respondents reported teaming in over 50% of critical sales meetings. Successful team meetings involve discussing goals and roles, sharing client information, and reviewing materials. During meetings, teams ask questions, convey value, support each other, and handle objections well. After meetings, effective teamwork includes assigning follow-up and internal accountabilities and debriefing. Barriers to teamwork include conflicting demands, but teams collaborate significantly in critical client meetings.
Richardson's Selling with Insights® White PaperRichardson
The document discusses how insights must be carefully incorporated into a comprehensive customer-focused selling methodology rather than being the entire toolkit itself. It warns of three "insight traps" including acting on assumptions without validating them, an inability to maintain objectivity to understand customer needs, and "insight dumping" without listening to the customer. The document emphasizes that while insights are an important tool, sellers must still focus on dialogue, trust, and using all their skills, substance, and integrity when interacting with customers.
8 Critical Sales Metrics to Measure Sales PerformanceRichardson
Richardson’s 8 Critical Sales Metrics reveals the eight core sales metrics that you should be looking at to measure your sales team performance, sales KPIs, and the effectiveness and impact of your sales training.
Richardson's 2018 Understanding Selling Challenges Research StudyRichardson
Richardson's 2018 Sales Challenges Research Study received over 350 responses to uncover the challenges faced by sales managers in the upcoming year. The research reveals sales problems and solutions and insights to overcome these obstacles.
In this SlideShare, Richardson explains as the customer’s business changes and grows, sales professionals need to become more strategic in their drive to maintain and grow key accounts.
For more information: https://info.richardson.com/drive-more-business-by-growing-existing-accounts-and-expanding-relationships
In this SlideShare, Richardson discusses how decreasing customer loyalty, higher expectations, and constant competitive threats are making forecasted business from your best customers anything but a certainty. Richardson analyzes how to Driving Key Account Growth by Planning and Execution to Access the White Space.
In this SlideShare, Richardson discusses how successful sellers are moving beyond the adversarial approach to negotiating. Winning the sale today requires a consultative style. In the end, the relationship between the buyer and seller strengthens winning the sale today and tomorrow.
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...APCO
The Radar reflects input from APCO’s teams located around the world. It distils a host of interconnected events and trends into insights to inform operational and strategic decisions. Issues covered in this edition include:
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Storytelling is an incredibly valuable tool to share data and information. To get the most impact from stories there are a number of key ingredients. These are based on science and human nature. Using these elements in a story you can deliver information impactfully, ensure action and drive change.
Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Final ank Satta Matka Dpbos Final ank Satta Matta Matka 143 Kalyan Matka Guessing Final Matka Final ank Today Matka 420 Satta Batta Satta 143 Kalyan Chart Main Bazar Chart vip Matka Guessing Dpboss 143 Guessing Kalyan night
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
The Genesis of BriansClub.cm Famous Dark WEb PlatformSabaaSudozai
BriansClub.cm, a famous platform on the dark web, has become one of the most infamous carding marketplaces, specializing in the sale of stolen credit card data.
Structural Design Process: Step-by-Step Guide for BuildingsChandresh Chudasama
The structural design process is explained: Follow our step-by-step guide to understand building design intricacies and ensure structural integrity. Learn how to build wonderful buildings with the help of our detailed information. Learn how to create structures with durability and reliability and also gain insights on ways of managing structures.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Best practices for project execution and deliveryCLIVE MINCHIN
A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.
Discover timeless style with the 2022 Vintage Roman Numerals Men's Ring. Crafted from premium stainless steel, this 6mm wide ring embodies elegance and durability. Perfect as a gift, it seamlessly blends classic Roman numeral detailing with modern sophistication, making it an ideal accessory for any occasion.
https://rb.gy/usj1a2
Digital Marketing with a Focus on Sustainabilitysssourabhsharma
Digital Marketing best practices including influencer marketing, content creators, and omnichannel marketing for Sustainable Brands at the Sustainable Cosmetics Summit 2024 in New York
Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
Introduction
The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
3 Simple Steps To Buy Verified Payoneer Account In 2024SEOSMMEARTH
Buy Verified Payoneer Account: Quick and Secure Way to Receive Payments
Buy Verified Payoneer Account With 100% secure documents, [ USA, UK, CA ]. Are you looking for a reliable and safe way to receive payments online? Then you need buy verified Payoneer account ! Payoneer is a global payment platform that allows businesses and individuals to send and receive money in over 200 countries.
If You Want To More Information just Contact Now:
Skype: SEOSMMEARTH
Telegram: @seosmmearth
Gmail: seosmmearth@gmail.com
Sustainment drives engagement: A business cannot succeed without employee engagement. Long-term results and innovation come from employees who are “dialed-in.” The value of engagement is seen in the estimated $1 billion American companies spent on employee engagement as recently as 2017. Employees recognize the importance of their skills when they see investments like this from leadership. Additionally, engagement is becoming a necessity in business, as leaders have less time to interface with employees amid a growing list of other responsibilities. That is, managers today have less time to manage.
Sustainment Boosts Alignment: It’s difficult to measure the effectiveness of change without controlling all variables. Sustainment creates consistency across team members. As a result, managers can be certain that business outcomes are tied to learned skills. When teams are aligned around a core set of skills, they’re better able to work in cooperation and even help one another. Alignment is especially important as team selling becomes the norm. As the number of decision makers increases, there is a greater need for a team of sales professionals to engage the group with a unified approach
Sustainment Improves the customer experience:It’s difficult to measure the effectiveness of change without controlling all variables. Sustainment creates consistency across team members. As a result, managers can be certain that business outcomes are tied to learned skills. When teams are aligned around a core set of skills, they’re better able to work in cooperation and even help one another. Alignment is especially important as team selling becomes the norm. As the number of decision makers increases, there is a greater need for a team of sales professionals to engage the group with a unified approach
Lets rebuild this slide. The bubble are a lot, not sure where to look or read. The red also feels like a warning, too bold.
Make the point that ineffective companies spend the same on delivery and eval, sustainment and planning spend. Effective companies spent more on sustainment, eval, planning.
NOTE: We could not find definitions in the research but we think eval meant “pre-classroom evaluations”
Make the point that ineffective companies spend the same on delivery and eval, sustainment and planning spend. Effective companies spent more on sustainment, eval, planning.
NOTE: We could not find definitions in the research but we think eval meant “pre-classroom evaluations”
Set Expectations:
SET EXPECTATIONS
Communication is critical. Sales professionals need to know that sustainment is a priority for the leadership. These expectations should be expressed in clear, actionable language containing no ambiguity. Additionally, leaders should underscore the urgency of the expectations by expressing them in the right medium. That is, they should conduct a meeting in which all expectations are outlined in person. If the selling organization is distributed geographically and an in-person meeting is not possible, then leaders should share expectations via video. The key is to avoid easily dismissed messaging like emails or a short memo. Just as sales professionals are expected to sustain skills, leaders should be expected to sustain communication by reinforcing expectations consistently. One announcement is not enough. Achieving this critical first step immediately places leaders ahead of the competition, given that “only about half of employees strongly agree that they know what is expected of them at work,” according to research from Gallup.
CONNECT SKILLS TO CHALLENGES
Skill training often unfolds in the controlled environment of a classroom. Scenarios are clearly defined, and outcomes are hypothetical. Converting learned selling skills to the real world is more challenging. Leaders need to help sales professionals bridge the gap between the classroom and the real world by encouraging skill adoption immediately after training when it’s still fresh. When sales professionals see the effectiveness of the skills in real selling situations, they’re more likely to continue using them. In other words, skill effectiveness gives sales professionals agency, and agency underpins sustainment. To connect skills to real selling challenges, leaders should also encourage sales professionals to “post-game” each sale, whether successful or not, and reflect on lessons learned. Consider Harvard research findings showing that “reflection has an effect on both self-efficacy and task understanding.”
PREVENT RELAPSE
Change takes time, and most of us are impatient. If people don’t feel like they are making progress with the new behaviors, they are much more likely to return to their pre-training behaviors. It is important to break up behavior change into incremental steps so that people feel that they are making progress. In addition, success, even partial success, is important so that people feel the benefits of putting in the effort to master the new knowledge and skills. Many sales professionals have habits that are counter to the new skills. Leaders can help them overcome this problem by using the old habits as a trigger for the new ones. As Charles Duhigg, author of The Power of Habit explains, “the Golden Rule of Habit Change: you can’t extinguish a bad habit, you can only change it.”
CREATE ACCOUNTABILITY
Hold people accountable for their behavior change. Doing so helps people to take personal ownership of change management. Without accountability, sustainment can feel like a “top-down” approach in which sales professionals take directives from leaders. This approach puts distance between the sales professional and the outcomes of their work. Sustainment requires sales professionals to see the connection between their efforts and results. Create this setting by communicating that each person is responsible for sustained skill adoption. At the same time, remind employees that the leaders represent a support structure and resource. Accountability is a routine; it must be perpetual and underpinned by direct feedback. Employees need to know where they stand. Honest communication is important because it ensures that the employee’s understanding of expectations matches those of the leadership. Finally, accountability requires measurement. Both leaders and employees appreciate the clarity that comes from well-defined metrics.
SHAPE THE CULTURE AROUND SUSTAINMENT
Behavior changes must be “real” and not a “flavor of the month.” If people go through training but their work environment has not noticeably changed to support the new behaviors, people will think that the new behaviors are optional or, worse, that management is not serious about change. On the other hand, if people go through training and return to a work environment that is significantly different and better aligned to support the new behaviors, people will see that management is serious about this change.
Reinforcing One Skill Set at a Time
Modern selling skills work by connecting with one another. Therefore, sales professionals need to gain one skill set at a time. For example, it’s critical to adopt an effective questioning strategy before gaining the ability to move on to the step of floating ideas, which is a precursor to recommending a solution to a customer.
Aligning Skills to Higher Priorities
Continuous improvement requires commitment from sales professionals. Gaining this commitment means aligning skills to higher priorities so that each person understands how their improvement drives core business goals. Skills become much more important when each is seen as a necessary link in a chain of capabilities that leads to advancement.
Using a Variety of Modalities
There are a variety of options for driving a comprehensive sustainment strategy, from video coaching to virtual workshops. Think about each skill or capability you need to drive and how you need to do that in the immediate, short-, and long-term sustainment journey. Then, let your goals drive the modality you select. Furthermore, mixing up your approach with a variety of modalities can support engagement and interest along the way.
Mixing Coaching and Training
Sustaining skills and consistently improving them requires both coaching and training. Coaching helps sales professionals put learned material to practical use in the field. Moreover, it provides a cadence in which continued improvement is possible through regular interactions designed to hone skills. Learning helps show sales professionals what good looks like. Adopting complex skills requires both environments.
Providing On-the-Job Tools for Performance Support
Sales professionals need skills where they will matter the most — in real selling scenarios. On-the-job tools make it easier for sales professionals to bridge the gap between the organized setting of a classroom to the disorganized and often messy environment that is the customer’s buying journey. Mobile-optimized learning and skill reinforcement has made this approach scalable.
Developing a Feedback Mechanism
To constantly improve, sales professionals need to know how they’re doing. They need to know where they can be more effective. A feedback mechanism keeps the focus on skill growth by offering insights that are direct, honest, and practical. Having this information is critical for sales professionals because it offers them the opportunity to put the ideas into practice fast and see the results that encourage the drive to continue improving.
The 70-20-10 Model for Learning and Development is a commonly used formula within the training profession to describe the optimal sources of learning by successful managers. It holds that individuals obtain 70 percent of their knowledge from job-related experiences, 20 percent from interactions with others, and 10 percent from formal educational events.
The model was created in the 1980s by three researchers and authors working with the Center for Creative Leadership, a nonprofit educational institution in Greensboro, N.C. The three, Morgan McCall, Michael M. Lombardo and Robert A. Eichinger, were researching the key developmental experiences of successful managers.
Reinforcing One Skill Set at a Time
Modern selling skills work by connecting with one another. Therefore, sales professionals need to gain one skill set at a time. For example, it’s critical to adopt an effective questioning strategy before gaining the ability to move on to the step of floating ideas, which is a precursor to recommending a solution to a customer.
Aligning Skills to Higher Priorities
Continuous improvement requires commitment from sales professionals. Gaining this commitment means aligning skills to higher priorities so that each person understands how their improvement drives core business goals. Skills become much more important when each is seen as a necessary link in a chain of capabilities that leads to advancement.
Using a Variety of Modalities
There are a variety of options for driving a comprehensive sustainment strategy, from video coaching to virtual workshops. Think about each skill or capability you need to drive and how you need to do that in the immediate, short-, and long-term sustainment journey. Then, let your goals drive the modality you select. Furthermore, mixing up your approach with a variety of modalities can support engagement and interest along the way.
Mixing Coaching and Training
Sustaining skills and consistently improving them requires both coaching and training. Coaching helps sales professionals put learned material to practical use in the field. Moreover, it provides a cadence in which continued improvement is possible through regular interactions designed to hone skills. Learning helps show sales professionals what good looks like. Adopting complex skills requires both environments.
Providing On-the-Job Tools for Performance Support
Sales professionals need skills where they will matter the most — in real selling scenarios. On-the-job tools make it easier for sales professionals to bridge the gap between the organized setting of a classroom to the disorganized and often messy environment that is the customer’s buying journey. Mobile-optimized learning and skill reinforcement has made this approach scalable.
Developing a Feedback Mechanism
To constantly improve, sales professionals need to know how they’re doing. They need to know where they can be more effective. A feedback mechanism keeps the focus on skill growth by offering insights that are direct, honest, and practical. Having this information is critical for sales professionals because it offers them the opportunity to put the ideas into practice fast and see the results that encourage the drive to continue improving.
<<SLIDE INSTRUCTIONS>>
<<SPEAKER NOTES>>
As we said, your reps and managers won’t apply what they can’t remember. Our award-winning QuickCheck system helps reps master knowledge learned in the classroom and adopt new behaviors that lead to better performance.
The science behind QuickCheck was developed at Harvard Medical School to help residents and emergency room nurses retain knowledge and apply skills under stressful conditions. In clinical trials, QuickCheck was clinically proven to extend knowledge retention by 70%.
The process can help your reps and managers extend knowledge retention from about 30 days to over 180 days – the time needed for behavior change to really take hold. It takes minutes a week and can be taken on any mobile device or laptop with internet connectivity.
Once the system is set up, three times a week, participants receive an e-mail with a scenario, select the best answer, and get immediate feedback on their choice. Questions are sent randomly, and when a rep answers the same question correctly twice in a row, the question is retired. The process lasts for about 12 weeks and covers 20 questions.
Results are tracked in a database and can be displayed on a leaderboard – creating some friendly competition that motivates your salespeople to win.
Managers have access to their people’s results and can focus coaching on reps who are underperforming.
There is also a convenient administrative dashboard to view results across your organization.
QuickCheck is very popular with our clients because it is quick and easy and it works.
Sustainment drives engagement: A business cannot succeed without employee engagement. Long-term results and innovation come from employees who are “dialed-in.” The value of engagement is seen in the estimated $1 billion American companies spent on employee engagement as recently as 2017. Employees recognize the importance of their skills when they see investments like this from leadership. Additionally, engagement is becoming a necessity in business, as leaders have less time to interface with employees amid a growing list of other responsibilities. That is, managers today have less time to manage.
Sustainment Boosts Alignment: It’s difficult to measure the effectiveness of change without controlling all variables. Sustainment creates consistency across team members. As a result, managers can be certain that business outcomes are tied to learned skills. When teams are aligned around a core set of skills, they’re better able to work in cooperation and even help one another. Alignment is especially important as team selling becomes the norm. As the number of decision makers increases, there is a greater need for a team of sales professionals to engage the group with a unified approach
Sustainment Improves the customer experience:It’s difficult to measure the effectiveness of change without controlling all variables. Sustainment creates consistency across team members. As a result, managers can be certain that business outcomes are tied to learned skills. When teams are aligned around a core set of skills, they’re better able to work in cooperation and even help one another. Alignment is especially important as team selling becomes the norm. As the number of decision makers increases, there is a greater need for a team of sales professionals to engage the group with a unified approach
To address the challenges in financial services and other industries, we’ve brought an additional focus on building trust, credibility and a clear focus on what the client is thinking feeling and what they are willing to do following a conversation with a banker. This content is in the second edition of our solutions and the new content we’re bringing to our clients.
We are growing our library of sustainment tools – you’ve used QC and the Manager ToolKit in a few solutions. We’re expanding reinforcement through the tools and games within the accelerate platform which also includes good to great videos in the learning portion of the content.
Measurement – if learner relates to the content, feels it may be readily applied to their responsibilities, they are more likely to retain and apply the skills, if they remember what they learned, they are likely to apply and if they apply, business results will be favorably impacted.