SAVO Sales Adoption Process
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  • 1. CHECKLIST 10 TIPS FOR SUCCESSFUL ADOPTION OF NEW SALES PROCESS AND METHODOLOGY There is a great deal at stake when a company introduces a new sales methodology: Everyone has to be on board and become familiar with a new way of selling. Oftentimes, initiating a new sales approach involves classroom-style training events with lectures and role-playing, along with thick binders of information on how to implement the new sales strategy. This method is also commonly used when onboarding new sales reps. Although companies typically spend $3,400 a year per sales rep on training, according to Corporate Executive Board, the classroom sessions don’t always have a longterm impact. Much of that learning is lost just three months later, according to Neil Rackham of Huthwaite. For the sales team, technology-driven reinforcements are the key to embedding new skills and behavior, and making the classroom lessons easily actionable in the daily life of a seller. When the learning is continuously supported with coaching and insights on what drives successful outcomes, along with recommendations on relevant people, assets and messaging to help them reach their goals, there is a greater chance of long-term success. sales processes without technology reinforcement find that only 50% are making quota. With technology-based reinforcement and coaching, training gets truly embedded into daily workflow and the number of reps making their quota rises to 90%. 2. Provide situational coaching by deal stage to reinforce best practices and accommodate changing buyer dynamics. Insight into seller behavior by opportunity and deal stage helps managers understand adherence to best practices, and gives them the opportunity to coach a rep through unexpected changes in buyer preferences or requirements. 3. Deliver intelligent and relevant recommendations on content, messaging and experts to the seller. Salespeople are much more likely to use information when it is presented to them in real time and context than if they have to flip through playbooks and binders to refresh their memory or find the best materials for their situation. 4. Leverage CRM data to drive sales execution. Here are 10 tips to help the sales team consistently apply the new sales methodology and optimize both deal quality and outcomes: When the CRM system is up to date, it provides an accurate snapshot of how an opportunity is progressing and what is known about the prospect. This data can be leveraged to recommend high1. Deploy a selling system with technology- impact content, experts and coaching to help reps driven reinforcement. continue to advance and even accelerate their path to close in the context of the individual Even the most diligent sales reps won’t retain all buyer’s journey. that they learned during the initial training period. According to IDC, companies that train reps on new 1
  • 2. 5. Deliver information on the device of choice. 9. The sales team may be accessing information from a hotel room on the road, from a tablet in the car in the prospect’s parking lot or during a meeting. Ready access from any location and any device ensures reps are fully prepared and equipped with what they need, when they need it. 6. Monitoring and understanding key buying signals — such as participation, sponsorship and commitment — ensures that the prospect is engaged and progressing at the same pace as the seller through each sales stage. These verifiable outcomes can be used as key indicators of the overall health of the opportunity. Automate key tasks, such as opportunity planning, account mapping, social 10. intelligence and collaboration. A best practice methodology or process prescribes key tasks known to increase the likelihood of success. Automating those tasks increases the likelihood that a rep will complete them efficiently and to their fullest potential, helping to maximize overall deal quality. 7. Build on success by using analytics to examine seller behavior and to identify, refine and scale successful selling patterns. Progressive companies are continually evaluating what works in terms of sales process, methodology, content and tools and applying that insight to refine and scale enablement efforts. Establish a framework for automating the creation and customization of key sales content, such as presentations, RFP responses and proposals. Corporate Headquarters 155 N. Wacker Drive Suite 1000 Chicago, IL 60606 312.506.1700 877.542.7266 Streamlining the repetitive process of creating customized, customer-facing content frees up more time for selling, and enables the sales team to focus on the high-impact activities that drive opportunities and close deals. 8. Track progress toward satisfying verifiable outcomes at each deal stage. Provide activity benchmarking for individual sellers that compare them with top performers and successful outcomes. This can help sellers self-identify areas for individual improvement and emphasize the strategies and best practices that turn leads into prospects and prospects into customers. 2