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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Workforce Planning Bureau

LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.

Emily Couey
Director of Human Resources

I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.

Duane Schroeder
Human Resource Manager

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
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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

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

In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.

Linda Mitchell
Training Manager

Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

Frank J. Kuypers
Business Development Manager

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources

Hyperion

The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.

Robert Breckner
Firmware Engineering Manager

We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.

Mary Johnston
HR Manager, BU Radiology Informatics

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 have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.

Steve Feller
Vice President, Human Resources

What a personal and professional pleasure it has been to Partner with LSA. They are truly a strategic partner with Wyse. For more than 5 years, LSA has been engaged in delivering various training and development solutions for Wyse, from custom on-site programs targeting specific core competencies, to working individually with clients to build job skills, and offering invaluable services to me and my team as we continue to build our learning programs. LSA’s representatives do more than sell a product, they offer a full service solution: they understand our business, our strategic initiatives, and the needs of our customers.

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