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Futurist Report: Innovation is Like Sales

How do the principles of sales management relate to innovation?

Borrowing principles from sales management and the culture of sales can provide an initial roadmap for organizations getting serious about improving their investment returns from innovation.

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Excerpt:

Management Summary
Selling is a core function of every business. Businesses must make money to survive, so they place great significance on their sales efforts and success. Given this importance, sales is an accepted practice with dedicated resources, well-articulated strategies, defined cultures, clear metrics for success, and an established system of rewards and recognition.

Clearly, businesses put a great deal of focus on how they sell. Why is it, then, that they don’t place the same importance or structure around what sales is selling? Why is innovation such a hard practice for so many businesses to adopt and support?

A look at corporations today reveals an extremely sporadic approach to innovation. While businesses typically pride themselves on organizational efficiency and streamlined processes for just about everything they do, innovation remains an area regarded as critical to business success but with little dedication and focus on how it gets done.

Borrowing principles from sales management and the culture of sales can provide an initial roadmap for organizations getting serious about improving their investment returns from innovation.

Client Quotes

  • “We need to look beyond our organization's walls to innovate.”
    Mehmoon Khan, Global Leader, Innovation Process Development, Unilever Unilever
  • “futurethink's sessions included excellent examples and energizing exercises that brought innovation to life. They got us to look at our business with new eyes.”
    Joan P. Lawrence-Ross, Chief Learning Officer, AXA
  • “If you don't innovate, be creative and look to the future and the possibilities of what will evolve over time, you will cease to be relevant.”
    Randy Voss, Senior Manager, Global Strategy & Business Development, Whirlpool Whirlpool
  • “The futurethink workshop not only provided an incredible jolt of energy to our collective innovation efforts and established the common understanding of innovation concepts, but it was also a wonderful team-building event. I don’t think it could have been organized and conducted any better.”
    Michael Ripa, Manager, FRI Infomatics
  • “futurethink is always thinking ahead about learning and 'innovate' it before we ask! Their programs have been a huge success with our teams.”
    Director of Learning & Development, Sunovion Pharmaceuticals Sonovian Pharmaceuticals
  • “If you don't make innovation a strategic part of your business plan and you don't drive that into the culture, I don't think you'll have a strong innovation pipeline.”
    Mark Hausfeld, Innovation Manager, Global Business Services, Procter & Gamble Procter & Gamble
  • “futurethink's research and 'how-to' tools have been essential to building our innovation program.”
    Cindy Morgan, Innovation Manager, New England Federal Credit Union New England Federal Credit Union
  • “futurethink is the innovation expert. They fine-tune their training to our clients' needs. I'm constantly looking for new opportunities to engage them in our work.”
    Brian Weberg, Director, National Conference of State Legislatures
  • “futurethink made the topic of innovation, which means different things to different people, real, meaningful, and actionable.”
    Steven Rubinow, Chief Information Officer, NYSE Euronext NYSE Euronext Logo
  • “Innovation is deliberate, if done well. There is a science and process to it. futurethink has done their homework to provide a wealth of practical knowledge to their customers.”
    Senior Vice President of Innovation, Wells Fargo Wells Fargo
  • “futurethink made my leadership team think in new ways and helped us develop winning business ideas right in the room. My team now embraces innovation rather than fearing it.”
    Mary Fennoglio, Managing Director, Citigroup Corporate Investment Bank Citigroup
  • “futurethink is enabling us to build critical innovation skills and share best practices across our global organization.”
    Jeff Honious, Vice President of Innovation, Reed Elsevier Reed Elsevier
  • “Working with futurethink was a very rewarding experience for our team. They brought a great combination of provocative outside ideas, market perspective and a program design that challenged us to think of our own business in more innovative ways.”
    Jim Daly, Vice President of Human Resources, Standard & Poor's Standard & Poor's
  • “futurethink's proven methodology, research, and tools help ensure we're always ready to meet the evolving public service challenges of tomorrow.”
    Sandy Stosz, Rear Admiral, United States Coast Guard United States Coast Guard
  • “Any innovative company must develop processes for understanding and responding to consumer needs in a very focused way. Otherwise, they're just inventors, they're not necessarily innovators.”
    Tony Tomazic, Director of Consumer Innovations, Humana Humana
  • “The futurethink team did an outstanding job in designing and facilitating an innovation event for our senior leaders, many of who regarded this as the best innovation workshop that they had ever been a part of. I would recommend futurethink to any organization that is looking for clear and actionable pathways to Innovation.”
    Wayne Pethrick, Director, Marketing and Consumer Insights, Pitney Bowes Pitney Bowes