1.2 The Power Behind the Integrity Sales System

Griffin Hill Coaching Technology

Clients who use the Integrity Sales System™ create an environment of increased and sustained sales productivity, where adherence to these principles becomes habit for the individual and a cultural element of the organization. We help organizations take control of the sales process by addressing the natural laws that govern sales and maximize success for organizations and individuals. There are four vital components of the Griffin Hill Integrity Sales System™:

• Process

• Plays

• Metrics

• Coaching

Together, those four components make up Griffin Hill’s sales coaching technology.

Traditional approaches to corporate coaching focus on the individual, looking at his or her strengths and weaknesses, assessing goals, motivations, and personality traits. Most corporate coaches respond to these variables to establish a method of accountability that shapes the individual’s goals to align with the goals of the organization. Actions are then determined and assigned from that basis. Griffin Hill’s approach is different. Rather than taking a pop-psychology approach to human motivations, Griffin Hill begins with the purpose of the organization—in this case, businesses that are focused on improving sales— and parses the problem into its component parts to create a system that anyone can follow to put the odds of success in their favor.

Continuous Improvement

Engaging Griffin Hill Coaching Technology will not only make you a better sales person in the short term, it will increase your competence and confidence on an ongoing basis. Our Metrics and Coaching tools guide you along that path of continuous improvement. We focus on three separate but integrated areas of improvement: Productivity, Proficiency, and Performance.

Productivity

Our first focus is on Productivity—making our efforts more consistent and reliable. Too many companies rely on inconsistent measurement strategies that result in productivity levels that spike around times of accountability. Griffin Hill’s Metrics will help you to recognize in detail where you are spending your efforts and offer valuable feedback on how you can improve. As you focus on scoring a specific number of points each week, your productivity will become far more consistent and predictable, establishing your personal performance norm—the typical effort and output you are capable of.

Proficiency

Our second focus is Proficiency—making sure that your time and efforts are going toward the best activities. Skill development also plays a huge role toward making you more proficient. As you become more skilled in the Griffin Hill Process and Plays, you will find it easier to accomplish your goals. Over time, you will see your personal performance norm moving up to a new level.

Performance

After stabilizing Productivity and increasing Proficiency, we focus on Performance—how your efforts translate into results. How much volume are you producing? What’s your average deal size? How reliable is your pipeline? This third focus takes your personal performance norm and starts to change its trajectory so that instead of a static achievement level projected into the future, you will be able to improve your performance from month to month and year to year.