In 30 seconds
Lately, I have been working with internal teams of an ASX-listed business. These teams include Audit & Risk, Business Consulting, People & Culture, and Diversity & Inclusion.
Initially unsure about their needing to know how to sell, these teams have embraced the concept of incorporating human-centred solutions and value-based selling strategies into their interactions with internal stakeholders. Whether providing consulting support, ensuring compliance, reporting accurately, or promoting diversity, these teams need to engage, listen to, and persuade their clients to adopt new ideas and practices aligned with corporate goals and governance obligations.
As the Audit & Risk Team said, ‘We’ve come to the conclusion that many of our reports and presentations are, in fact, sales pitches for better ways of operating.’
In 2 minutes
For the last 3 months I have had the wonderful opportunity to work closely with internal teams across a large ASX-listed organisation focused on the power of incorporating human-centred solutions and value-based selling strategies, tools, and skills into their engagement with key internal stakeholders including the board, the executive leadership team, heads of business units, and working groups.
The internal teams I am working with comprise Audit & Risk, Business Consulting, Careers, People & Culture, and Diversity & Inclusion. Initially tentative about seeing themselves in sales, they all opened their minds to the possibility they, too, are in a sales career.
Mandated or not, these teams all have something they need to bring to their internal clients. Whether that be consulting support to sort out business challenges, being compliant with current or new legislation and standards, correctly reporting on business practices and results, incorporating diversity into their selection and team practices, and so on, these internal business units need to engage, listen to, and often persuade their clients to take on board new ideas, initiatives, practices, and solutions to meet their corporate goals and governance obligations.
It’s not easy because some stakeholders may have other ideas and agendas and see these initiatives as intrusions and getting in the way of achieving their KPIs.
Learning how to apply human-centred solutions and value-based selling practices is something for everyone to master because it builds the bridges to much healthier and more productive working relationships.
As the Audit & Risk Team I worked with the other day said, ‘We’ve come to the conclusion that many of our reports and presentations are, in fact, sales pitches for better ways of operating.’
Remember, everybody lives by selling something.
Stories from the field:
Thank you! I know I have already said this but I will say it again. It was a fantastic day. We walked away with some practical tools and ways of elevating our way of doing business, growing our sales and selling better! You were engaging, insightful and aligned the content and delivery to suit our team. Looking forward to our follow up sessions.
I had a client meeting on Wednesday and applied the WWW and gained plenty of F’s!
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