Adaptive Selling - The Way Forward
During the pandemic, B2B sales teams were forced to embrace digital technologies. As Virtual Selling gained traction, sales under-performance got worse.
Some "sales experts" predict that professional selling will return to normal, at some point. Maintaining this level of denial only ensures catastrophic future results.
Many companies are still struggling to get Virtual Selling to work for them; companies that relied on face-to-face interactions for sales management and activity (lead generation, prospecting, selling, and support) now have heightened operational complexities and performance challenges.
Whether you've ever considered Adaptive Selling or are implementing another strategy, our framework provides a comprehensive solution for overcoming most of modern selling's common shortcomings.
Why You Need Adaptive Selling (Even If You Think You Don't)
Consider your business: does your momentum seem to have stalled?
Do you feel like your company is going backwards or treading water rather than experiencing growth?
For “some reason”, are you unable to make it past that next million-dollar mark?
Aside from your capabilities as a leader, the next most likely stumbling block is your sales team.
The currently accepted model of encouraging sales people to wander the technocratic wasteland while "digitally chasing" dead opportunities is probably causing your people to fail repeatedly.
As a result, your reps are likely telling themselves untruths about how buyers “misbehave” and the industry is "not doing any business right now." or the most famous of them all: "Cold calling is dead".
Specifically, your business is hemorrhaging leads, market share, and revenue.
As a result, these distorted narratives lead to under-performance and ultimately, sales failure.
Well, "that’s sales", you may say. "Sales reps have always operated this way."
Not necessarily true.
What if, instead of being out on an island, all by themselves, your reps worked cohesively, together, as a high-performance remote sales team?
How would that look?
How would that work?
Adaptive Selling: High-Performance Sales Teams Depend On It
Imagine sitting at your desk on Monday morning, knowing your sales team already has a list of hot leads to work on. Each of your reps is an expert in one specialty area of sales (or marketing), and they work as a team to close deals together.
Multiple salespeople are engaged with team-selected prospects and work together to qualify and convert them to paying customers. Communication among team members accurately reflects the conversations your reps are actually having with leads and prospects.
Every well-qualified prospective client is receiving timely attention from the team, and lead generation never stops. The data in your CRM is accurate, complete and up-to-date, and teammates use it to guide their actions.
There is a built-in system of accountability: the sales team meets regularly to plan, get help, report progress, make adjustments and review goals and results. Everyone is dedicated to being the best salesperson they can be, and self-improvement is built into your team’s day — no additional development budget necessary.
This isn’t a typical sales force; this is a portrait of a high-performance sales team, one made possible by a revolutionary idea: Team Selling.
It means that each new sales opportunity belongs to the team, not to an individual rep.
It means that each salesperson is working in a role that plays to their inherent strengths.
Working as a connected, remote team increases engagement for your reps, while bringing down turnover.
Because it is adaptive, your sales force can adjust to change quickly. And because both group and individual accountability are essential parts of Team Selling, your entire sales force becomes a high-performance sales organization.
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