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Doing the Right Things Well

Companies spend billions of dollars per year training their sales teams on name-brand sales methodologies, processes, or individual training sessions addressing specific skills. However, the majority of the time, the impact of such training is all but gone after 90 days. Many times, this is because the methodology chosen by the company does not quite fit the way you do business. Or, sometimes the chosen methodology or process gives you the framework of what to do but does not provide enough detail to teach the rep how to do it. More often than not, the new sales process or methodology is not reinforced and the sales team goes back to their old way of doing things.

Having a defined sales process, regardless of which process or methodology you choose, is imperative. It provides the "secret sauce" for new and existing reps to follow which allows them to be more effective. It takes the best practices of your top performers and teaches it to everybody on the team. Imagine the new rep that observes each rep selling in a different manner. Who should they model their process after? This just adds to their ramp-up period and makes them less productive. Following a defined sales process allows everybody to speak the same language, look at the same measurements, and expect similar results.

Determining the key activities necessary to help prospects make informed, fast and effective decisions is a key element in helping sales spend their time appropriately. Aligning these activities and tools with customer decisions and customizing them for your organization has been proven time and time again to produce better results. But you must implement a methodology and process that is tailored to your business, your challenges and your culture rather than choosing something off-the-shelf.

Symptoms/Issues

Are you experiencing any of the following symptoms/issues?

  • Each rep doing it their way
  • A variety of best practices used inconsistently
  • Large spikes in performance
  • Long sales cycles with a number of no decisions at the end
  • Providing discounts to close the deal rather than selling value
  • Skills trained not be used on a regular basis

Pivotal Advisors can help you:

  • Develop an effective sales process that fits your business and incorporates what works today with sales best practices
  • Create systems that will allow you to reinforce sales process to achieve optimum results
  • Update your prospecting methods to include technology and improved cold calling
  • Understand and articulate the value you provide as seen by your customers
  • Differentiate your products and services from your competition
  • Train your team on the specific steps that work for your company
  • Turn technology into a true productivity tool
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