If you want to improve sales productivity and generate more revenue per rep, you need to be able to reinforce sales best practices. When we talk about sales transformation, we mean changing the behaviors of your salespeople in a way that drives long-term results.

Scheduling a one-time training event is not going to drive measurable impact. Rather, what you do after the event is where you need to put the majority of your focus.

Here are three areas where you can drive an impact:

Lead from the Front

Sales executives and managers play a fundamental role in driving success. They need to establish an environment that drives true transformation. It’s not just the Chief Sales Officer or even the President of the company; it’s peer-to-peer leadership in every component of the organization. What is your organization doing to reinforce the methodology across the organization?

Sales leadership has the opportunity to set up an environment in such a way that they drive great outcomes for the entire organization. To be successful, here are some questions to consider:

• How does leadership incorporate the language of the methodology?
• How do they communicate with peers as they move down the chain of management down to individual contributors?
• What are the leadership habits that actually have a transformative effect on the rest of the organization?
• What indicators will demonstrate that the methodology is actually being adopted?

Document Success

Documenting success is not just about capturing major wins. It’s also about measuring incremental progress. Perhaps a rep was able to uncover a major business problem by using a more effective discovery process. Or, a meeting was just booked with a high-level decision maker who previously wouldn’t take the rep’s calls. Your ultimate measure of success may be a larger average deal size. However, these other “wins” are often critical steps along the way. Promoting and recognizing those small milestones can inject positive energy and promote team morale, while supporting the achievement of your overall goals.

Meet Them Where They Are

Your sales reps are busy. You need them to spend as much time actually selling as possible. When reinforcing new concepts and practices, technology can be an important success tool. Your reps are on their phones. They’re driving. They’re on social networks. Find a way to meet them where they are, tapping into modalities they’re already using.

Providing continuous reinforcement for situations they experience regularly – using a variety of content and channels -- will also help ensure the application of best practices. In our experience, this has been a fundamental component to our clients’ success.

Looking for more sales enablement tips? Join our all-star panel of experts from MasterCard, LinkedIn and GrowthPlay as they discuss best practices for sales engagement on our upcoming webinar Wednesday, December 9^th, presented in partnership with ATD.

About Dan Dawson

A skilled sales leader and consultant, Dan Dawson has more than 25 years of sales and sales management experience. At GrowthPlay, Dawson specializes in sales management consulting and driving measurable results through reinforcement and adoption. Prior to joining GrowthPlay, Dawson served as principal partner at D-Limited, leading marketing and sales services delivery for technology and financial solution providers focused on the enterprise. Prior to this Dawson held sales leadership positions at Varolii Corporation, NetApp, Acta, Portare, and Memorex Telex.

Follow GrowthPlay on Twitter @growthplay.