Many sales training programs and initiatives improve knowledge but fail to change performance. That’s because performance rarely breaks down from a lack of effort or skills. It breaks down when sellers are unclear and unaligned about what results matter most, and when sellers wait to be held accountable instead of holding themselves accountable. In order to deliver consistent results, sellers need clear priorities tied to business outcomes and personal ownership for execution. This session breaks down the training that delivers both.

In this Leader Talk, Lone Rock Leadership shares practical insights drawn from work with leading sales and commercial teams across a variety of industries. Through real examples and guided discussion, attendees will learn how learning and development (L&D) and enablement leaders can reinforce clarity and ownership in any sales role, strengthen selling behaviors and help teams deliver results without relying on more training content or tighter controls.

This interactive talk will provide easy-to-understand insights on how to:

• Define and reinforce clear, outcome-based priorities so sellers know exactly which results they own and how to focus their effort.
• Separate activity from impact by identifying the few measures that actually indicate sales performance.
• Strengthen self-accountability by helping sellers take ownership for execution and follow-through without relying on increased oversight.

View full agenda.

Speaker

Jared Jones, Cofounder and Managing Partner, Lone Rock Leadership Jared Jones helps leaders turn culture from abstract “soft skills” into operational drivers of results. As co-founder of Lone Rock Leadership, he has led more than $25 million in leadership development work, partnering with Fortune 500 organizations including Lockheed Martin, Cigna, Johnson & Johnson and high-performing sales organizations to improve execution, accountability and revenue performance. His approach was shaped during a 17-year tenure at Partners In Leadership, where he uncovered why most culture and sales initiatives fail. Rather than focusing on awareness or behaviors alone, Jared developed systematic methods to define, measure and shift the mindsets that drive performance in both leaders and sales teams. His work helps organizations create clarity around priorities, alignment across functions and movement that accelerates decisions, execution and results. Jared is the author of “Deliver: Why Some Leaders Get Results & Most Don’t” and lives in Seattle with his family.