How to change the game with sales transformation
Jan 21, 2021
By hubspot user
How to change the game with your sales transformation program:
1. Start with your Sales Managers
Involve the sales managers in the program design, enabling them as coaches for their team during the transition, and co-facilitating sections of the training in order to make the program really stick. Start here to accurately diagnose how to bridge the gap between the current state of their sales strategy and where they want to be.
2. Drive customer obsession
It all starts with the customer and understanding the customer’s business by closely analyzing organizational readiness, sense of urgency, goals, obstacles, strengths, and weaknesses. This allows you to drive customer obsession and build the tools to push sales teams to think big, analyze their customer’s needs, scope potential solutions, and ultimately pitch their proposal.
3. Draw from relevant sales models and methods
Using key concepts from the relevant sales models and methods helps sales teams become customer-centric in their analysis and positioning of their services. Guide sales managers and their teams to transform presentations into effective conversations, so they can build lasting relationships with mutually beneficial outcomes.
4. Integrate into your existing systems
Build the tools and deliver the courses in systems that are already being used, for example, sales-target tracking in SFDC and virtual sessions hosted on Zoom. This ensures your transformation is embedded into the existing processes of your sales teams and avoids too much disruption.
5. Incorporate continued coaching and feedback
In order to drive real change for sales enablement, support your sales team for the program duration — reviewing assignments and giving constructive feedback, coaching managers on how to enable their teams, and facilitating workshops with the same participants through to the end.
6. Track and measure impact
Pinpoint and measure what works and what doesn’t and embed that continued learning into your sales transformation. Each phase should have a defined success metric which can be measured and analyzed, so that you’re creating quantifiable best practices backed by data as you go.
We all understand that change is the only constant — don't leave your sellers with methods that no longer align with how your customers want to buy.
And whilst your at it, why not show them a little love and find out more about transforming your sales team in to real brand advocates.
To learn more about how our approach to sales transformation changes the game, contact Quadmark.
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