For Presales Managers:
Hold weekly progress calls with the presales team to encourage and uncover success stories, Illustrations, tips, etc. and to reinforce the key ideas. Teams that do this (or similar) report excellent success with the method for individuals and appear to achieve high implementation rates for their teams as a whole.
This shouldn’t be a surprise… Management support (particularly first-line management) is typically very important for achieving substantive change with personal skills and processes.
Management support, however, can be passive or active. Passive support is often weak and may manifest in terms of not being negative…! Active support, such as the weekly team calls, serves to catalyze positively the process of change. A little effort each week can yield enormous overall returns over time.
For more tips and articles on demonstration effectiveness skills and methods, email me at
