Why Your Sales Reps Are Failing: Part 2

sales methodologyIn the last blog post, we discussed sales philosophy versus sales methodology. Specifically how the sales philosophy is your commitment to a higher process and is built on your company values and culture. While the execution of this philosophy through a specific sales methodology is different, everyone still aims for the same results: company growth and success. But why even bother with a single sales philosophy and methodology? The success of your sales team depends on it, that is why!
The 3 Reasons to Implement a Single Sales Methodology

  1. Unified Approach Having one methodology means there is a unified language spoken within the company. This company-wide approach is reflected when communicating with prospects and customers; all agree on the best ways to promote your products and services, all utilize similar customer success stories and sales tools at various sales stages. And it means something else.This means your lead generation team / SDR team is speaking the same language as the inside sales team. Your SMB sales team is drawing the same pictures as your Mid-Market sales team or Enterprise sales team when talking with your prospects and customers.While the sales cycle of each may be different, everyone is unified in a single, coherent message for your prospects to hear and grasp simply because they have all received the same sales training.
  2. Simplicity and Scalability Having one sales methodology allows for your sales training to be simple and scalable. In time it will become fine-tuned and become easier for your team to embrace. In the interview process, it enables you to find sales people who’ve felt the value of a sales methodology before, which means they can spend more time absorbing your sales process and solution set and should do a better job presenting the organization to prospects. The other key benefit to a unified sales approach is that challenges becomes easier to diagnose when sales opportunities do not close. A single methodology means you can focus on the right sales metrics and KPIs, pinpoint what was skipped or missed, address it, and share the lessons learned with the rest of the sales team. In the end, it becomes easier to train your new hires, and your reps can coach each other as well.
  3. Morale Boost Let’s be frank, if you empower your sales reps with a complete set of tools and comprehensive sales training, it sends a strong message that you are fully invested in their success. Compare that to an onboarding process that consists of filling out HR forms and only sitting through product training sessions. You can see and feel the difference. You’re showing that you value the contributions of your sales reps and want them to close million-dollar deals. If that isn’t a morale booster, I don’t know what is.In the end not fully embracing a sales philosophy and sales methodology results in every sales rep marching to the beat of their own drummer. Meanwhile, the sales organization as a whole is not speaking the same language internally or even to prospects and customers. Your story becomes fuzzy and it is harder for your prospects to understand your real value.

Conclusion In the end not fully embracing a sales philosophy and sales methodology results in every sales rep marching to the beat of their own drummer. Meanwhile, the sales organization as a whole is not speaking the same language internally or even to prospects and customers. Your story becomes fuzzy and it is harder for your prospects to understand your real value. By embracing a single philosophy and methodology you can identify and measure the “IT” factor that your best salespeople possess. You can then look for it when hiring. You can build it into your sales training. You can measure the right metrics and KPI’s so that success can be felt the sales teams.

Want to understand how easy it is to install a sales methodology in your organization? Contact us.

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2017-05-22T17:26:35+00:00

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