3 Solution Selling Essentials to Lift Your Sales Team

A woman is sitting in front of a graph of an upward pointing arrow

When you are truly ready to devote the time, energy and resources to beef up your sales performance, focus on three solution selling essentials to lift the performance of your sales team:

  1. Hire Only the Best
    Don’t ever settle. A great solution selling sales team can be the driver of success; a poor sales team can be a company’s ruin. The first of three solution selling essentials is to create a profile of what it takes to succeed in consultative sales for your specific sales strategy, culture, offering and marketplace. Be sure your recruiting and hiring team is well versed in behavioral interviewing techniques and give them the time and space to deliver top-notch sales candidates who fit your profile.Keep in mind that it is better to focus on interpersonal than technical skills. Especially with a team-based sales approach, you need sales reps who know how to collaborate with their team mates and how to build trusting relationships with their customers. You can train for technical skills, not for a person’s basic attitude and working style.Then stay in touch with what steps in the sales process may need extra attention and development. Provide proven, targeted and customized solution selling training opportunities and skilled sales coaches to guide and embed desired new sales behaviors.
  2. Compensate Fairly and Strategically
    The second of three solution selling essentials is to know what customer-based behaviors spell success and then reward them when they happen. Yes, we know how hard it can be to craft a sales compensation package that pleases everyone and yet encourages desired behaviors. We recommend that you work with the team to put together a plan that rewards high performance while, at the same time, supports sales team achievement if any collaboration is required to meet your sales targets. You as sales manager will have the last say, of course, but your genuine interest in finding out what the sales team values will go a long way toward their acceptance of the final package.
  3. Know Your Sales Team
    Get to know the sales team members on an individual basis so you know what motivates them, their aspirations, and their strengths. Only then can you manage their performance in a way that optimizes their special talents and minimizes their weaknesses. Then, too, you can assign roles that will take advantage of what individual sales team members like to do best. Stay close and available so you know when concerns or conflicts arise. If you have established a standard of open communication and trust, you will know of problems before they grow out of control.

Be the sales manager who can point with pride to a well-oiled, cooperative and high performing sales team by following these solution selling essentials.

Want to learn more about lifting the performance of your sales team?  Download Sales Toolkit: “10 Important Tools for Sales Leaders”

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.

Ken Boehm
Vice President of Human Resources

We partnered with LSA to pilot a customized behavioral interviewing program to help ensure that we continue to hire the best and brightest as we continue to rapidly scale. LSA’s ability to understand our business and our unique culture combined with their desire to ensure that the best practices framework truly fits our performance environment and is highly adopted by our people is a real blessing. Most other firms want to just ‘give you training.’ Not LSA, they are focused on helping me hit our hiring forecasts and attract A players.

Jennifer Remling
Director of Global Recruiting

AKQA

LSA’s consultant designed and delivered a half-day team building solution for our recent conference. It included careful customization to integrate the design with our new mission and values. Everyone had fun and identified key issues with our teamwork. Altogether a great program!

Bob Ward
Director of HR

Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.

Frank Abbott
Chief Financial Officer

Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.

Susan Anderson
Workforce Planning Bureau

I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

Laurie Torres
Chief People Officer

In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.

 

Kevin Ashman
Firmware Engineering Supervisor

For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!

Elizabeth Siebert
Director, Organizational Excellence & Development

Intuit

SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.

Kortney Riddle
HR Manager

I am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

LSA provided top notch solutions right when and how we needed them. They exceeded my expectations from a speed, quality, and cost standpoint. I recommend them to anyone looking for a true business partner in the Learning and Development arena. The breadth and depth of their expertise has helped us hit tight deadlines across multiple projects.

Fortune 500 Financial Services Company
Director of Infrastructure & Technology

We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

On behalf of Roche and my staff I would like to sincerely thank you for your help with this. The English as a Second Language (ESL) assessment and coaching that you provided for our team was a great success.

Cam Greig
Associate Director

Roche

The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.

John Mastrorilli
FRDP Leader

Intuit

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More