Want to Sell Solutions? 3 Steps to Achieve True Sales Transformation

Many companies attempt to transform their sales force to meet new challenges and greater competition in today’s world…but few fully succeed. What are they missing? They lack the clear goals, the backing, and the follow-through. And they miss the fact that effective talent development is the leverage they need to raise sales numbers.

If you really want to transform your team from a transactional to a solution selling model, you need three critical elements:

1. Meaningful goals that are perceived as clear, believable and implementable by all key stakeholders.
   
2. The buy-in, support and commitment from senior management and the front-line managers who will ultimately be responsible for modeling, monitoring and reinforcing the needed behavior changes.
   
3. Solution selling training and measurement that prepares reps for what they will be asked to do differently, provides opportunities for practice of the new skills, and ensures a program of ongoing coaching and on-the-job opportunities for reinforcement and application of the skills.

Work with your existing team to identify the sales scenarios that matter most and develop the sales behavior profile that you know will work at the same time as you hire according to the new model for success. Develop the talent that supports your sales strategy and the winning culture you have created.

Take our free sales health check to see where you stand.