Chief Executive Officer - LexisNexis Risk Solutions, Data Services at RELX, NED, Trustee & Advisor
We talk a lot about performance cultures but sales is one of the hardest functions to do this, as results, outcomes, tasks and activities have been the norm forever. None help quality as you speed up and dilute bad activity guess what? Telling someone to hit their target is like saying don’t worry! What suffers is the customer experience, performance and results (I wear the scars). I am looking forward to speaking at RevEdge and sharing our approach along with the new technologies we utilise. It’s a journey, we are not there yet, but we are certainly better today than we were yesterday. #value #salesperformance #customer
Why is it so important to link your tech stack to the behaviors of your sales team? By successfully connecting the two, LexisNexis discovered identifiable insights that allowed them to find performance gaps, opportunities for coaching, and identify training needs. Dean Curtis, Chief Executive Officer, LexisNexis Risk Solutions, Data Services at RELX, shares more about their process in the upcoming RevEdge session, “Customer Success: Connecting RevTech Insights with Capability Training & Coaching to Drive Business.” Don't miss out on this session and many more! Join us at the RevEdge Summit in Brussels, a 2-day event giving you access to the latest research and actionable insights from revenue and enablement experts around the world. Click the link below to access a full agenda and reserve your spot today: The RevEdge Summit, May 16-17th at Sofitel Brussels: https://lnkd.in/eAYU_eXH #RevEdgeSummit #RevEdgeBrussels #revenueenablement #salesenablement #RichardsonSalesPerformance #Richardson
Jan Ahrens
8mo
Listen to this talk from Dean Curtis if you can. I had the opportunity to experience him implementing this philosophy, and learned a lot. I am sure you will too!
Ben Hatton
8mo
Yep, the approach works having benefitted from this firsthand. Good luck with the session!
Andy Burden
8mo
This is close to my heart In a b2b subscription setting the thing that is missing is a performance framework to unify teams and create customer value. Sales is an accelerant when it is used within the performance model. But subscriptions is not just sales. And often sales is disconnected from the subscription engine. And connected teams feel separate from the results. And customers can be lost in the noise of targets. I've created the framework, to clarify what good performance looks like and what to do next. Socialised it, and run data through it with lots of b2b subscription leaders. The performance framework is spotting risk and opportunities ahead of time. Giving good context to build insights. I want to help build performance cultures in my niche of b2b subscriptions.
Excited for you to share your story with the RevEdge audience!
Richard Pugh
8mo
Sounds a great summit which should be most interesting. In Germany with a client otherwise wish I could attend.
Amy Marinari
8mo
Thank you Dean for such a thoughtful post. I could not agree more. The RELX team is lucky to have such supportive leadership. Richardson is an excellent organisation! Congratulations
Sales Enablement and Technology | Driving sales performance through Enablement | Women in Sales Awards Finalist 2023 | LNRS Data Services
8moWe are very fortunate here at DS to be supported by Senior leaders in implementing and driving behaviours through our technology. The world is changing fast and we want to always stay at the cutting edge of that! Looking forward to hearing more Dean