Enabling Consistent Performance at the Speed of Scale

“Culture is simply a shared way of doing something with a passion”

— Brian Chesky

Selling complex products and services to the enterprise market is a team sport. A myriad of specialists such as solution consultants, architects and service delivery resources may be involved at various stages of the sales cycle - any or all these roles may positively or negatively impact customer lifetime value. As humans, reward and incentive systems play a significant role in influencing our behaviors and driving outcomes. It’s these behaviors, consistently applied which become the habits of a finely tuned sales machine.

It’s these behaviors, consistently applied which become the habits of a finely tuned sales machine.

At Growth Sigma, we recognize that executing at pace requires aligning on the behaviors and expected outcomes which create long-term value for our customers. In the Performance sprint, we identify the behaviors and outcomes which serve the basis for our reward and performance management systems. As executing at scale is about operating with clear accountability and expectations, we’ll strive to address and institutionalize answers to the questions below, among others.

Key Performance Questions

What are the behaviors and outcomes which align to our values and create customer value?
How do we design rewards and incentives to drive these expected behaviors and outcomes?
How do we measure, communicate and coach to drive continuous performance improvement?