Top Solution Selling Leaders Do These 3 Things

Solution Selling Leaders picture of a chess pawn whose shadow is a king showing potential success of solution sellers

What Do Top Solution Selling Leaders Do Differently?
Watching top solution selling leaders can be enlightening.  The role of solution selling leaders has changed considerably over the years. It used to be that a sales manager simply kept track of sales activities from the number of contacts to final wins and was responsible for hiring and retaining top sales reps.

Today we have a much smarter view of the impact sales leaders can have on sales performance. Our solution selling training research shows that for greater revenue, higher margins, lower turnover and higher win/loss ratios, solution selling leaders do three things better than their peers:

1.  Follow and Lead Through Proven Solution Selling Sales Process
As a solution selling leader, your first task is to accept that your role is no longer to be always on the front line selling. You are now managing the entire customer acquisition process. It’s up to you to help your sales team move effectively from initial contact through each step in the customer buying process to the final deal.

We know that teams who have an agreed upon step-by-step process in place for solution selling have a far greater chance to win. But it takes more than having a diagram of where and when to move to the next step in the buying process. It takes leadership commitment in seeing that the process is followed and improved along the way.

2.  Engage the Sales Team to Deliver Higher Performance
The best salespeople are fully engaged in their work…and it’s up to you as their sales leader to keep them that way. Highly engaged sales reps:

  • Are more productive
  • Stay longer
  • Are greater advocates of the company’s products, solutions and overall brand

Sales reps need to feel that their success has a purpose larger than their own paycheck. Engaged employees feel a part of a meaningful mission and have a hand in helping their clients to succeed. They also need to feel that they will be recognized for their achievements and rewarded appropriately…that they, and their teammates, will be held accountable for their performance.

And finally, sales reps need to understand that there is a career path ahead with challenges and opportunities for growth. With purpose, reward and growth in view, they are unlikely to slack off or jump ship.

3.  Coach for Improved Performance
This is perhaps the most critical part of your new role…effective sales performance coaching. The more effective your sales coaching, the greater your team’s sales performance.

  • Our research shows that sales reps who receive effective and consistent sales coaching outperform their peers 4-to-1 in terms of revenue attainment.

It’s up to you to help your team members do their job better in an independent way. What does good sales coaching entail? A setting in which the sales team member understands that getting better at a certain skill will help them be more successful personally and professionally. Smart sales leaders create a sales culture that promotes trust to accept feedback, try new behaviors and continuously improve.

The Bottom Line
Top solution selling leaders enable and encourage their team members to be better and ensure a consistent sales process, engage top talent and provide consistent sales coaching. Take charge and be an effective sales leader…it’s up to you.

To get resources to be a top solution selling leader, Download 10 Important Tools for Sales Leaders Now

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.

Phyllis Moracco
HR Director

LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.

Chris Wells
Vice President, HR and IT

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

We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.

Terri Wright-Scheer
Vice President Human Resources

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

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’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

LSA helped change our entire culture around meetings, making them more effective and efficient, thus enabling us to concentrate on driving more business.

Terry Wassman
VP of Human Resources

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP 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 custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

Judith Onton
Vice President Human Resources

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

Understanding and conforming to legal compliance was very important to our company. We turned to LSA Global to provide a quality and cost effective way to ensure that we were AB 1825 compliant. Their interactive eLearning program was top-notch. It allowed our managers to learn at their own pace, and on their own time. The program was tailored to include our logo and our internal harassment policies. It was interactive and met all federal and state legal requirements. I would highly recommend LSA Global to any company looking for an efficient and effective and top quality way to train their managers to be in compliance.

Kelly Warren, SPHR
Director, HR & Compliance

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

Kristin Westland-Kaune
Director, Team Development

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

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