Sales Methodology Training to Improve Sales Win Rates
Enterprise Sales Methodology Selection, Implementation and Training
Read to apply a Sale Methodology for Revenue Acceleration?
What We Can Achieve Together
Sale Methodologies Improve Sales Win Rates by Double Digits
A selling methodology shifts your selling strategy from what you sell to how you sell.
Research performed for the Sales Excellence Report found that sellers with optimized methodologies achieve 11% higher sales win rates than those with informal methods.
That double digit improvement boosts salesforce quota achievement and revenue growth.
Predictable Sales Processes Further Bolster Sales Conversions
A predictable Sales Process is a roadmap that advances each sale opportunity through a series of progressive stages. It guides salespeople through the actions that increase the likelihood of converting leads into customers.
Research published in Harvard Business Review shared, "There was an 18% difference in revenue growth between companies that defined a formal sales process and companies that didn’t."
SFA Software Integrates Methods, Processes & Technology
Sales Force Automation (SFA) software is the technology that integrates customer data with process execution to aid sellers with guided-selling capabilities such as contextual suggestions, next-best-action recommendations, variance notifications and customer alerts.
An IDC study found that salesforce quota achievement grew 19%, from 49% to 68%, when the sale methodology was integrated with the SFA software.
Sales Methodology Training for Revenue Acceleration
Research and an overwhelming body of knowledge show that the right enterprise sales methodology is the single greatest tool to improve sales win rates.
But research and experience also show selling success is further maximized when an optimized methodology is integrated with a predictable sales process and CRM technology. These three components create the sales trifecta and increase sales conversion rates 6% above methodologies alone.
The bottom line is that trying to manage your sales method separate from a predictable sales process and CRM technology detaches strategy from execution, loses synergy and momentum, increases manual effort and challenges user adoption.
And implementation sequence matters.
The methodology is the bedrock as it delivers prescriptive guidance to advance prospects within each step of the sales process. For example, it defines the investigative questions to qualify a lead, the path to align buyer pain with solution benefits, the strategy to create an effective win plan, the negotiation methods to preserve revenue, the incentives to get the deal closed and many other tactics to win competitive deals. That makes the methodology an ideal starting point.
Sales Methodology vs Sales Process
Many pundits position "sales methodology vs sales process", but the two are complimentary, not opposing.
Without a streamlined selling process, the methodology lacks systemic execution and alignment with the buyer's buy cycle. Without a methodology, the selling process is focused on efficiency but not effectiveness. But when aligned they create a synergy that lowers sales cycle duration and increases conversion rates.
In fact, research shows that sales conversions grow by double digits when the methodology aligns with both the buyers purchase process and each step of the sellers selling process. An illustration using the Challenger Sale model and a common six step process is shown below.
Sales Growth is our Business
Helping clients implement the best selling methodology or integrate it with a predictable sales process and CRM or SFA software is a Johnny Grow core competency.
We are experts in the top sales methodologies such as The Challenger Sale and CRM software systems such as Salesforce.
Our prescriptive methods, best practices and acceleration tools bring proven techniques to achieve significant improvements to sales conversions and revenue growth. Our purpose-built analytics bring visibility and predictability to progress and forecasted results.
And to de-risk our programs, we round out our services with program management, organizational change management and governance oversight.
Accelerated Revenue Growth Starts Here
If you are looking for help to accelerate revenue, we have some options.
Visit the Sales Methodology Best Practices Hub for expert insights, research findings and supporting technologies.
Or for professional help, schedule an introductory call with a sale methodology consultant using the schedule below.