Diagnosis & Discovery of Sales Efforts / Sales Experience as a Value-Add for Business
Most Sales Engines operate on the presumption of Offerings being taken as obviously-stated Value Propositions and, thus render seamlessly into Customer journey.
Assessing how & what (if, at all) has Salesperson enunciated or added to the Customer Experience of Buying/Selling can be very revealing!
Surprisingly, in a large number of brick & mortar Companies, the specific Salespersons & pertinent Sales Experience (resulting directly from his/her Selling) - creates MINIMAL impact to volumes sold, pricing derived & velocity of sales witnessed – as compared to what it would have been in the COMPLETE absence of that particular Salesperson in or of the said Sales Experience thus valued!
Hence, it is only fair to evaluate – what an ‘engaged Salesperson & qualified Sales Experience’ should/could have made a significant/discernible difference in those results being achieved.
The vast majority of businesses are unable to measure such effects and also not in a position to validate this expense/investment. (For any number of reasons – and, close to 80% of them are similar across instances). So, don’t despair – you are never alone in this journey of Selling!!).
In a significant & noticeably large set of mid-sized Organizations, there is prevalence of an unconscious bias for the status quo, resulting from an assumptive-convenience syndrome.
This usually happens when feasibility of an alternative/option is less likely or difficult to exercise.
The pseudo-comforter with Salespersons / SalesOrgs is that - it's better to deal with known gaps & existing experiences than to deploy uncertain/unfamiliar people.
It takes a lot of effort/commitment to break the inertia of having to deal with a system of Sales/persons which are already working to whatever extent that is – than to mend it and introduce risk, while it is not broken yet!
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 : write to info@SBSdimensionS.com