savo sales adoption process

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Page 1: SAVO Sales Adoption Process

1

There is a great deal at stake when a company

introduces a new sales methodology: Everyone has

to be on board and become familiar with a new

way of selling.

Oftentimes, initiating a new sales approach

involves classroom-style training events with

lectures and role-playing, along with thick binders

of information on how to implement the new sales

strategy. This method is also commonly used when

onboarding new sales reps. Although companies

typically spend $3,400 a year per sales rep on

training, according to Corporate Executive Board,

the classroom sessions don’t always have a long-

term impact. Much of that learning is lost just

three months later, according to Neil Rackham

of Huthwaite.

For the sales team, technology-driven

reinforcements are the key to embedding new

skills and behavior, and making the classroom

lessons easily actionable in the daily life of a seller.

When the learning is continuously supported

with coaching and insights on what drives

successful outcomes, along with recommendations

on relevant people, assets and messaging to help

them reach their goals, there is a greater chance

of long-term success.

Here are 10 tips to help the sales team consistently

apply the new sales methodology and optimize

both deal quality and outcomes:

1. Deploy a selling system with technology- driven reinforcement.

Even the most diligent sales reps won’t retain all

that they learned during the initial training period.

According to IDC, companies that train reps on new

sales processes without technology reinforcement

find that only 50% are making quota. With

technology-based reinforcement and coaching,

training gets truly embedded into daily workflow

and the number of reps making their quota rises

to 90%.

2. Provide situational coaching by deal stage to reinforce best practices and accommodate changing buyer dynamics.

Insight into seller behavior by opportunity and deal

stage helps managers understand adherence to

best practices, and gives them the opportunity to

coach a rep through unexpected changes in buyer

preferences or requirements.

3. Deliver intelligent and relevant recommendations on content, messaging and experts to the seller.

Salespeople are much more likely to use

information when it is presented to them in real

time and context than if they have to flip through

playbooks and binders to refresh their memory or

find the best materials for their situation.

4. Leverage CRM data to drive sales execution.

When the CRM system is up to date, it provides

an accurate snapshot of how an opportunity is

progressing and what is known about the prospect.

This data can be leveraged to recommend high-

impact content, experts and coaching to help reps

continue to advance and even accelerate their

path to close in the context of the individual

buyer’s journey.

10 TIPS FOR SUCCESSFUL ADOPTION OF NEW SALES PROCESS AND METHODOLOGY

CHECKLIST

Page 2: SAVO Sales Adoption Process

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5. Deliver information on the device of choice.

The sales team may be accessing information

from a hotel room on the road, from a tablet in

the car in the prospect’s parking lot or during

a meeting. Ready access from any location and

any device ensures reps are fully prepared and

equipped with what they need, when they need it.

6. Automate key tasks, such as opportunity planning, account mapping, social intelligence and collaboration.

A best practice methodology or process prescribes

key tasks known to increase the likelihood of

success. Automating those tasks increases the

likelihood that a rep will complete them efficiently

and to their fullest potential, helping to maximize

overall deal quality.

7. Establish a framework for automating the creation and customization of key sales content, such as presentations, RFP responses and proposals.

Streamlining the repetitive process of creating

customized, customer-facing content frees up

more time for selling, and enables the sales team

to focus on the high-impact activities that drive

opportunities and close deals.

8. Provide activity benchmarking for individual sellers that compare them with top performers and successful outcomes.

This can help sellers self-identify areas for

individual improvement and emphasize the

strategies and best practices that turn leads into

prospects and prospects into customers.

9. Track progress toward satisfying verifiable outcomes at each deal stage.

Monitoring and understanding key buying

signals — such as participation, sponsorship

and commitment — ensures that the prospect is

engaged and progressing at the same pace as the

seller through each sales stage. These verifiable

outcomes can be used as key indicators of the

overall health of the opportunity.

10. Build on success by using analytics to examine seller behavior and to identify, refine and scale successful selling patterns.

Progressive companies are continually evaluating

what works in terms of sales process, methodology,

content and tools and applying that insight to

refine and scale enablement efforts.

Corporate Headquarters 155 N. Wacker Drive Suite 1000 Chicago, IL 60606 312.506.1700 877.542.7266