You are committed to bringing the sales team into the 21st
century and have—once and for all—stopped them from pushing product.
Your company has done all of the right things by the sales team. You’ve gained the support of executive management and sales leadership that change is necessary; that the right course is selling solutions rather than pushing product.
Everyone has agreed with the direction and outcomes, including the importance of ongoing coaching for adoption and reinforcement. Management has carefully thought through how sales training will align with the corporate strategic vision. The sales team has incorporated a sales process that provides the desired buyer outcomes at each stage. Knowing that training is only part of the solution, you have a plan to improve skills with an eye towards practicality for your sales team based on what you have learned in terms of coaching and the sales process. And finally, you’ve established key performance indicators to track progress of this important initiative.
So what could possibly go wrong?
A lot; and we have all seen it before. A company does all the right things, and still, there is little to no change in outcomes. This is typically due to the fact that the company is still pushing product. There may be many reasons for this, since you have to review all nuances of change management to get the desired results. Has management been trained on how to best coach based on the new sales process, methodology and sales training? Is your compensation plan still including bonuses based on product sets? Look at change management holistically to ensure that all of your hard work, time and expense are not for naught, you are set up well for success, and do not go back to the old ways.
As sales leaders, if we want to initiate and reinforce change, we have to look at the entire process holistically and fix those areas that do not align with your corporate strategy and goals. Break the “pushing product” cycle and laser-focus on all the aspects associated with effecting change, and you will get results.
Janice Mars, Managing Partner and co-founder of SalesLatitude, is a senior business and sales executive with more 30 years of experience helping companies build successful sales teams. She has parlayed that experience to help her clients to improve their sales processes, accurately forecast revenues, ensure focus on winnable opportunities, and attain consistent results.
View my LinkedIn profile