Question
What are the key principles of Janice Gordon's Scale Your Sales framework?
Answer
The Scale Your Sales framework by Janice Gordon is built on three key principles:
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Building and Operationalising Revenue: This involves using data-informed competency to create an efficient sales process. The goal is to increase the capacity to gain revenue.
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Retention: This principle focuses on uncovering both internal and external value, turning it into a competitive advantage and a reason for customer success. It's about understanding and delivering what customers value most to keep them engaged and loyal.
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Productivity: This involves expanding the most productive business assets, such as key customers and accounts. It's about personalising the promise and taking mutual action for growth to elevate partnerships.
These principles are delivered through a flexible group training program that uses interactive resources to enhance engagement and adoption. The framework also includes follow-up programs to reinforce new skills and behaviours.