Common Language |
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The Training Issue George Bernard Shaw once famously quipped that England and America are two countries separated by a common language. We have found that many companies suffer from a similar problem of miscommunication. Factors that can amplify miscommunication include:
It is vital to the success of a sales force that everyone shares the same sales vocabulary. You can imagine the ensuing confusion if managers and a salespeople have a different understanding of the meaning of “Stage 4 of the Pipeline.” Miscommunication based on separate frames of reference often results in misalignment of goals and objectives. The best way of creating a common language is through common training. How Huthwaite Can Help Huthwaite has developed programs that present the concepts, lexicon, skills and tools associated with sales excellence to the non-sales functions which effect sales outcome in any company (i.e. marketing, product development, market research, CRM, etc). This integration fosters the kind of open communication that is essential if each of these areas is to contribute to their best and highest use. Once this common language and common set of tools is established, it provides a common platform for coaching and a common lexicon for discussing both sales and marketing strategy and sales tactics. There is too much at stake in business to allow for an un-common language to separate the disparate functions. Unity of vision and culture is only possible in the context of a shared jargon. The price of miscommunication is just too high. |
