Clarity Accelerate

High Performance Team Coaching for Sales and Client Teams

“Not finance. Not strategy. Not technology. It is teamwork that remains the ultimate competitive advantage, both because it is so powerful and so rare.” Patrick Lencioni, 2002.

“Only one in five teams were considered to be high performing. Very few teams were unable to decode their successes and failures and learn from them without the intervention from a team coach; and high performing teams had significantly more coaching than mediocre or poor teams.” Research undertaken across 120 teams by Wageman, Nunes, Burruss and Hackman 2008.

Given this, we believe that the learning and development industry is not fit for purpose when it comes to improving the effectiveness of sales and client teams. There is no single programme on the market that can help these teams to:

• Consistently improve performance, deliver results, and achieve targets.
• Grow profitable revenues.
• Engage more meaningfully and at the right levels with their existing and prospective customers to meet their needs.
• Improve customer satisfaction levels.
• Sell against the competition.
• Effectively manage and close their sales pipelines.
• Change behaviours and embed better ways of working into daily practices. 
• Meet the broader needs of their other stakeholders such as the senior leadership team/Board, cross functional teams, and business partners, etc.
• Continuously learn and adapt to new situations and build mental resilience and a ‘winning’ culture into their thinking.

On the back of extensive research, we have developed a sales and client team coaching programme, called Clarity Accelerate, that helps teams measurably improve their performance, to create value for their stakeholders and profitable growth for their businesses. 

Clarity Accelerate, is based upon five key disciplines that research (from Peter Hawkins in various publications from 2012-2018) has shown teams need to master, in order to be high performing. These are:

1. Commissioning – Stakeholder Expectations: Ensuring the team identifies and agrees its goals and deliverables with its key stakeholders, such as the team’s customers and prospective customers, the company’s senior leadership team, and business partners and channel partners etc.
2. Clarifying – Team Tasks: Clarifying the teams purpose – including vision; mission; goals; values; team roles and strategic sales and account plans.
3. Co-creating – Team Relationships: Building strong relationships within the team to enhance its collective IQ; and helping it collaborate effectively; to optimise its ability to qualify, manage and close sales pipelines; and execute its tasks and sales and account plans effectively. This also includes new skills development programmes and how sales leadership better manages the team’s performance and holds it to account.
4. Connecting – Stakeholder Relationships: Enabling the team to add value to all key stakeholders, to meet their needs and manage expectations, to improve their performance, profitable revenue growth, customer satisfaction and competitiveness.
5. Core Learning: Making sure the team bakes learning into its centre, so that it can act upon opportunities and threats, anticipate events, and build resilience and mental strength into their culture.

Clarity Accelerate helps sales and client teams succeed by enhancing their ability to:

• Enhance their performance, hit targets and achieve results.
• Grow profitable revenues. 
• Sell competitively in the marketplace:
  • More effectively understand customer needs and how to meet them.
  • Engage in higher value more influential discussions with customers and prospective customers.
  • Properly identify and manage the customers/prospective customers stakeholder and decision-making communities.
  • Sell strategically against competitors.
  • Effectively manage and close sales pipelines.
  • Improve customer satisfaction levels.
• Meet other stakeholder needs - such the senior leadership team, cross functional teams, and divisions, business partners and channel partners etc. 
• Collaborate, problem solve, think creatively, make decisions, and execute successfully.
• Build adaptability, resilience, and mental strength into the culture of the team.