Question
What are the core principles of Janice Gordon's Scale Your Sales Framework?
Answer
The Scale Your Sales Framework by Janice Gordon is built on three core principles:
-
Building and Operationalising Revenue: This involves using data-informed competency to create an efficient sales process that enhances revenue-generating capacity.
-
Retention: This principle focuses on uncovering both internal and external value, turning it into a competitive advantage and a reason for customer success.
-
Productivity: This involves expanding the most productive business assets, such as key customers and accounts. It encourages personalising the promise and mutual action growth to elevate partnerships.
These principles are delivered through a flexible group training program using interactive resources to enhance engagement and adoption. The framework also uses the Kirkpatrick’s Four-Level Training Evaluation Model to analyse training effectiveness.