Sales Team Alignment Survey ALIGNMENT IS CRITICAL Sound decision-making relies on team alignment. Whether it is among a front-line sales team, inhouse or field sales team supported by marketing people, getting into alignment is often 90% of the challenge of executing sales well. When there is a lack of alignment in sales teams, it can be a highly time-wasting, morale-sapping – and ultimately costly – problem, if sales people's efforts are not proper;ly supported. It is rare for fundamental differences among sales team members to get in the way of progress. Rather the cause of plodding and unsatisfactory decision-making tends to boil down to a lack of mutual understanding. This is often the case even among people who have worked together for many years. Teams at all levels need to overcome the obstacles that get in the way of progress. By developing a high degree of alignment, sales teams can ensure that future challenges are met swiftly and deliberately, and with a healthy degree of debate, as we execute on sales and marketing plans.
WHAT DOES THE SURVEY DO? • Enables you to measure two underlying factors that determine team success – alignment and trust. • Goes in-depth to measure two aspects of marketing team alignment: • Clarity – the degree to which team members are clear on their purpose, values, vision and goals • Approval – the degree to which team members approve of where the team is going and how they are going to get there. • Measures the team trust level to identify the sources that are affecting the levels of clarity and approval within the team.
© 2012 Intégro Leadership Institute
THE SURVEY IN-DEPTH: SECTION 1: Sales Team Alignment Report
RE Comm LI A itm en B ts
ES Recep tiv S e
r osu Discl
l va ro
ra EN ightfo r wa CE rdness
al prov Ap
CE tion N gni TA Reco
G esty N Hon CO
SUPPORT AND FACILITATION
AC CE P
Pu rp os e
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Y IT IL
al prov Ap
Focusses on the six factors on which team members must be aligned. These are: Purpose, Values, Vision, Goals, Procedures and Roles.
With your Team Alignment Survey, you receive:
SECTION 2: Team Trust Report Shows the levels of trust perceived by the team, based on the four Elements of Trust™ of Acceptance, Openness, Congruence and Reliability.
SECTION 3: Individual report Approval
67% 5 5
83% al prov Ap
• Debrief session for all team members • One-on-one coaching for all team members, followed by an in-depth team action planning session.
• One-on-one debrief for the team leader
In addition to the overall team view report, each team member receives their individual report, which highlights where they rated the team’s performance, as compared to the overall group results.
• Workbooks for each team member attending the debrief
• Tools and advice for developing team alignment • Option to avail of additional training to increase team alignment and accelerate team achievements.
For more information on the Sales Team Alignment Survey and other Trust Inside Assessments from Intégro Leadership Institute, please contact us: p | 353-1-240 22 55. firstname.lastname@example.org
w | www.business-acumen-selling.com