Nurturing your most important employees.
The buying dynamic has changed, but sales processes often don’t respond appropriately.
Traditional sales processes—based on needs development and solution positioning—tend to be outdated. The continued use of antiquated processes will result in 20% of the sales team producing 80% of the revenue.
The majority of the sales team will miss their quotas.
Sales Benchmark Index (SBI) sales process offering delivers:
- Buying process maps—Documents how your target accounts make complex purchase decisions.
- Buyer personas—Business objectives, obstacles, key metrics, and vendor evaluation criteria for each member of the buying decision team are documented.
- Adoption plan—A step-by-step 12-month plan to make sure each sales rep is proficient in the new process.
- Sales gamification—Acquires and retains the attention of each member of the sales team and tracks who is and isn’t using the sales process.
- We invented the buying process map.
- SBI develops custom sales processes. The client owns the IP. Licensing a sales process from a sales training company means your competitors can license the same process, eliminating your competitive edge.
- Our sales gamification tactics result in 100% adoption.