Introduction
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Sales Reset is all about Customer Success Selling.
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Weekly Sales Reset is our email newsletter that helps members of our Community of Practice improve their sales results with Customer Success Selling.
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This guide will enable you to get the most from your subscription to Weekly Sales Reset.
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You'll learn how to include our recommendations in your daily practice, which will improve your selling every day.
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Follow the recommendations in this guide to improve your sales results continuously with your Weekly Sales Reset!
Sales Reset requires new selling skills
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Sales Reset means leading fundamentally different and better conversations with our customers that prioritise measurable customer success.
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You'll need a whole range of additional knowledge and skills to lead these very different conversations.
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Some of your current selling skills might work against your success with Sales Reset best practices.
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Weekly Sales Reset will introduce all the key skills you need to achieve your Sales Reset.
Learning new skills requires practice
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Simply becoming aware of a new and better way of doing things doesn't mean that you can now do things differently and better.
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New skills must be practised to develop the required skills.
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You may have heard that "Practice Makes Perfect". This is simply not correct. The more accurate reality is "Practice Makes Permanent".
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Therefore, it's crucial to make good choices about what to practice.
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Your Weekly Sales Reset will give detailed recommendations about what to practice.
How long before my sales results improve?
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If you practice as we recommend, you should expect to see your sales results begin to improve immediately.
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The more you practice, and the better you become at practising, the more your sales results will improve.
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In our experience, you can expect to maintain significant improvements over at least 3-5 years as your knowledge, skills, and experience grows.
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Your Weekly Sales Reset will keep you on track with fresh ideas for maintaining progress and improving your sales results.
Weekly Theme
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Your weekly Sales Reset will typically focus on one specific aspect of our Sales Reset Mastery Wheel.
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This recurring pattern of topics means you will review, practice, and improve every aspect of our Sales Reset best practice recommendations approximately every calendar quarter.
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As you return to each key theme every quarter, we will introduce fresh perspectives that enable you to build on the foundations that you have previously established.
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As the weeks go by, your Weekly Sales Reset will enable you to develop a balanced range of all the key skills to ensure your sales success.
Best Practices
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A "Best Practice" refers to a method, technique, or set of guidelines widely recognized as the most effective or efficient way to achieve a desired outcome.
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Best Practice is generally accepted as superior to other alternatives because of its ability to produce superior results.
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In our Sales Reset Community of Practice, we continually refine our understanding of Best Practices and recommendations based on our members' experiences and the outcomes they're achieving.
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Your Weekly Sales Reset will enable you to remain aware of all key aspects of current best practices in Customer Success Selling.
Deliberate Practice
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Professor Anders Erricson strongly recommends deliberate practice in his book Peak: Secrets From The New Science of Expertise.
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Deliberate Practice is a very specific form of practice to develop deep expertise.
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Here are the characteristics of Deliberate Practice:
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Purposeful and Systematic: Deliberate practice is not about engaging in an activity for its own sake or for enjoyment. It is a carefully planned process aimed at improving specific aspects of performance through targeted exercise.
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Effortful and Outside Comfort Zone: Deliberate practice involves stepping outside our comfort zones and attempting activities beyond our current abilities. It demands near-maximal effort and might not always be enjoyable because it challenges the individual to improve.
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Feedback and Modification: Deliberate practice requires immediate feedback on performance to identify mistakes and areas for improvement. Based on this feedback, efforts are modified to address weaknesses and further refine skills.
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Repetition and Refinement: It involves the repetitive performance of tasks with successive refinement. The repetition is focused and aimed at correcting specific errors or improving particular aspects of performance.
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Expert Guidance: Ideally, deliberate practice is overseen by a coach or teacher who can provide expert feedback and design training activities that target the individual's current skill level and areas for improvement
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Every Weekly Sales Reset will give you clear and effective guidance about how best to use Deliberate Practice to improve your skills in the chosen area of Best Practice.
Coaching
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If you work in a sales team, you should expect to be coached by your sales team leader.
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Coaching is the most valuable activity available to sales team leaders to improve their teams' results. However, not all sales team leaders are effective coaches.
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Every week, we publish Sales Reset Leaders, a companion email newsletter for Weekly Sales Reset. Sales Reset Leaders is designed to equip sales team leaders with insight and practical recommendations for helping their team members who subscribe to Weekly Sales Reset.
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If you don't receive coaching from your sales team leader, we recommend you find somebody to coach you, even if you agree to work with a colleague or friend to coach each other. Remember, to be effective, a coach doesn't need to be any more skilled than the person they're coaching. They simply need to be an effective coach.
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Your Weekly Sales Reset includes specific recommendations about the most significant coaching opportunities to help you improve your abilities in the areas covered each week.
Reflective Practice
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Reflective practice can be defined as the ability to reflect on our actions to engage in continuous learning.
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In addition to learning new skills and deliberately practising them in the real world, it's hugely important to take the time required to reflect on what worked and what didn't!
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We strongly recommend that you schedule a recurring time in your calendar when you can pause and reflect on your learning progress.
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In every Weekly Sales Reset, you'll receive prompts for your reflective practice. We recommend copying and pasting these prompts into the recurring calendar slot to remind you of what you hoped to improve that week.
Community of Practice
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It can be difficult to make progress with new ways of doing things if you work alone. Most people find value in learning together to share experiences and support.
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If you'd welcome the opportunity to learn with others, we'd love to have you in our Community of Practice.
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You can join our LinkedIn Group: "World-Class Customer Success Selling".
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You might join our private subscription, Community of Practice: Sales Reset Together.
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There are links in every Weekly Sales Reset to the relevant community of practice resources and events so that you make faster progress learning together with other people.
