We already do that.

It is rare when a Chief Executive fully admits the company he/she runs needs a little tweaking.  It is human nature, I guess.  Indeed, I'm often guilty of looking at my own shop with rose colored glasses.

Here are some examples I've heard over the last several months...

 

Sales Call Scripting: "Yes, we already do that." - Well then show me the scripts used to engage prospects.

Continued Staff Feedback: "Yes, we already do that." - OK, let's see the weekly one on one meeting notes, quarterly reviews and the "no surprises" annual review.  "No surprises" because you document weekly conversations and everyone knows what the expectations are and the measurements of them.

Sales Activity Reporting: "Yes, we already do that." - Excellent.  I'd like to review your weekly sales activity and pipeline report.

Presentation Skills Training: "Yes, we already do that" - Show me the video of you practicing your board presentation, or the audio role playing of a sales call.

My guess is you might get this response in strategic discussions, sales calls, etc.  Dig a little deeper...and listen.  Your team might not "do that" after all.