Sales needs to know your company is committed to the change to sell with deeper insight into specific industries. We often see sales teams ignore the strategy thinking it’s a new “flavor of the month.”
Your salespeople may be great at selling individual products, but how do you get the team up to speed telling a broader story? Your salespeople need to become more strategic in how they engage customers, but their comfort zone is selling individual products. Selling an integrated solution requires changing who sales people talk to and how they talk to them.
Your company has created initial momentum and success. There’s a lot of excitement. How can you replicate this on a broader scale? Scaling for growth is about translating your initial success to a broader set of resources. You’ve figured out the product market, and now it’s time to take things bigger.
Messaging is critical to the way products and services are sold, marketed, and perceived in the marketplace. What we say about ourselves has a direct effect on the bottom line. Here are the do’s and don’ts for taking a new sales message to market:
The first step is accepting the reality that any significant change in sales behavior and skill will require a minimum of 18-24 months to become a reality. Sales and Marketing leaders often struggle to come at sales transformation in an integrated, systematic way. Change is often pursued through disconnected initiatives like product training, sales skill development, sessions, leadership workshops, and posters.