Is Your Solution Selling Strategy Working?

A drawing of a soccer game plan to help visualize how to plan for solution selling success

Every sales leader needs to regularly ask if their sales strategy is achieving the desired results. Are the investments and strategies actually moving their team forward in a way that makes sense? If not, the longer you delay figuring out what needs to change, the deeper you’ll fall into a hole.

Based upon over thousands of solution selling training program participants, here are a few signs that your sales strategy needs a review and re-work:

  • Lagging Growth: You are not growing as fast as your competitors or your industry.
  • Decreased Effectiveness: Your paths to market are not working as effectively as they once did.
  • Greater Expectations: You are expected to reach higher than ever before with the same resources.
  • Inconsistency: You record huge differences in revenue from one sales rep to another and from one area to another.
  • Conflicts: Your team’s success metrics are in conflict with each other, other departments or with the overall business strategy.

If you are experiencing any of the above sales strategy warning signs, it is time to take another look at your value proposition, target client profile and key sales and marketing strategies to acquire, grow and retain clients.

Here’s the payoff: while only 1 in 10 sales organizations consistently follow solution selling training best practices, the 10 percent who do are able to grow more rapidly than their competition. Bottom line…it is well worth your while to take a close look at your existing sales strategy, sales culture and solution selling training practices to ensure alignment and execution. As a sales leader, make sure that you to get your arms around:

  1. Identifying and Focusing on Strategic and Major Accounts
    Know where the revenue potential exists so you can make informed decisions about how to invest and where to deploy your resources. Rank your accounts by performance and potential according to those that have the ability and are likely to buy as opposed to those that are unlikely prospects based upon an agreed-upon definition . Your sales reps should immerse themselves in the high potentials until they have multiple contacts at various levels, and understand who the buyers are as well as the customer criteria and process for making purchase decisions.
  2. Following a Consistent Solution Selling Methodology
    The actual selling process begins with prospecting for targeted opportunities. Your sales pipeline should reflect all of the deals you are chasing and be weighted in a way that provides a clear picture as to where they stand in the buying process. Then your sales reps should follow an agreed-upon solution selling methodology that works for your .
  3. Building a World-Class Sales Team
    Smart sales leaders invest the time and resources necessary to build a team of “A” players who fit within the sales culture and who can execute the sales strategy. On average, top sales reps generate five to ten times more revenue than average players. That represents a huge boost to your numbers. When you hire, don’t settle. Go for the best and do what it takes to keep them engaged and retained.
  4. Investing in Sales Tools and Resources
    Give your reps the sales tools they need to optimize their time with their customers. They should have systems for customer relationship management, for knowledge sharing among team members and for accessing success stories, customer testimonials and research. They should also receive targeted solution selling training that focuses on the critical few scenarios that matter most for your sales strategy and target customer profile.

Do yourself, your team and your company a favor. Spend the time at least 4 times a year in re-evaluating how well your sales strategy is serving you. The modifications you make can translate directly to improved performance.

To learn more, download: Is Your Sales Strategy Clear Enough to Act? Probably Not.

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