Diagnosis & Discovery of Sales Efforts / Sales Experience as a Value-Add for Business

Many Sales Engines function under the assumption that Offerings are naturally perceived as clear Value Propositions, and therefore, they effortlessly integrate into the Customer journey.

Assessing how & what (if, anything) the Salesperson has contrinbuted to the Customer Experience of Buying/Selling can be very revealing!

Surprisingly, across many brick & mortar companies, Sales Engines are being designed to depend less on individual Salespersons & Sales Experiences resulting directly from his/her Selling - consciously reducing its direct impact on volumes sold, price contribution & velocity of sales in their Strategies.

In its extreme deployment (and, it is so in many cases) there is an implied absence of a specific Salesperson's impact in the resulting Sales Experience thus delivered directly!

Therefore, it is reasonable to assess

how an 'engaged Salesperson & qualified Sales Experience’

could have significantly influenced the results achieved.

The majority of businesses cannot measure these effects and are also not equipped to justify this expense/investment. (For a variety of reasons; over 70% of them are consistent across cases). Therefore, don't worry – you are not alone in this situation!).

In many mid-sized organizations, there's a significant tendency towards an unconscious preference for the status quo, stemming from a syndrome of assumptive convenience.

This often occurs when the feasibility of an alternative or option is unlikely or challenging to implement.

The illusory comfort with Salespersons / SalesOrgs lies in the belief that it's preferable to handle known shortcomings and existing experiences rather than bring in uncertain or unfamiliar individuals (this approach would be acceptable if there was an assurance mechanism to achieving the desired results!).

It requires significant effort and commitment to overcome the inertia of working with an existing sales system, even if it's only somewhat effective, rather than fixing it and introducing risk when it's not yet broken.

Indeed, definitive ambition (with characteristic determination) and certain established tools/technologies/systems can help you to bridge the chasm or achieve… …

BTW, a common trap in this journey of Sales development - is to pump a lot of money into loud marketing & flashy/fashionable promotions – to make up for passive or mundane Sales Experience, otherwise!

To do more : info@SBSdimensionS.com

(Sanjaya Hasthak)