- IMPROVE SALES SKILLS
- MAKE SMARTER HIRES
- LEARN COMPETITOR STRENGTHS AND WEAKNESSES
We find that the idea that client behaviour is often predicated on their perceived experience with your sales team holds true.
We also see many organisations are focussed on training sales teams how to convey their products, benefits & features within various ‘sales methods’ without actually ever finding out what their customers really want from their relationship with your sales team. This is further exacerbated when sales teams themselves are too busy in the pursuit of targets to be constantly self-evaluating.
ASSESSING YOUR TEAM AGAINST WHAT YOUR CUSTOMERS EXPECT FROM AN IDEAL SALES RELATIONSHIP
The fundamental purpose of Strategic Sales Relationships (SSR) is to understand how your sales force performance drives specific client behaviours in the marketplace.
With that in mind, we uncover customer expectations of the ideal sales experience in your industry and measure your sales team performance against those expectations. We can also uncover perceptions of competitor sales teams .
INSIGHTS THAT DIAGNOSE AND DIRECT
The results form our proprietary insights pack which condenses complex information into easy to understand visuals.
You can see performance against your customers’ ideal sales relationships, behaviours or sales approaches that need changing, information on what differentiates you or even where you should stop/reset your relationships with some customer sets.
This helps you evaluate your sales people, both individually and collectively, on their personal actions and attributes throughout the sales process.
Our data often has a life beyond the initial intervention; for example several organisations use it as an ongoing sales team measurement baseline, whilst others shift their sales team hiring criteria to match the skills and attributes highlighted from our research.
THE NUMBERS SPEAK FOR THEMSELVES, BUT WE HELP YOU TAKE ACTION
Absorbing and mobilising action is best done collaboratively if you are to gain aligned and impactful traction.
We workshop the research results with you to create prioritised actions and gain buy-in to their execution and resourcing.
Dawning realisations and action learning emerges in these workshops, as executives and sales teams gain both understanding of their current impact and start to prioritise their initiatives, their approaches and interactions with customers.
This speeds the improvement in sales effectiveness and channels efforts quickly in the right direction, maximising impact and potential operating profit.
On the occasions that you find there is an actual skills gap that needs to be filled, we are happy to help you find the best route to that solution from our own stable of training resources or elsewhere.
COMBINING WITH OTHER OFFERINGS
Many organisations combine Strategic Sales Relationships (SSR) with Strategic Customer Relationships (SCR); the two research methods can be done at the same time with the same customers. This combination gives insights into the overall relationship your customers have with you and your offerings, coupled with a deep dive into your sales relationships with those customers.
You’re often too involved in a business relationship to keep an objective finger on its pulse. We do it for you and help you along the way.