Analyzing Sales Performance: Components of Strategy
By Mike Schultz

sales performance

As they say, if you don’t know where you’re going, any road will get you there. If you want to drive sales performance at a company, you can focus on all sorts of tactical areas—from people and training to enablement and operations—but none of these address the fundamental questions: Where are we going? What are we doing to achieve our goals? Who will lead us there?

Thus Strategy is one of eight categories of the Sales Performance WheelSM we study when analyzing how to drive the performance of a sales organization. The Strategy category of the wheel focuses on the factors that most affect the direction of the sales organization.

Here are 5 components related to sales strategy we analyze...

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Advanced Consultative Selling: Selling in the Blue Ocean
By Mike Schultz

sales performance

For the last 50 or so years, consultative selling has been the go-to approach for most sellers.

In traditional consultative selling, the buyer states a need and the seller positions their offerings as solutions to problems. This used to be enough to win the sale. But today’s buyers often perceive sellers and their capabilities to be somewhat interchangeable. This leaves sellers stuck in a capabilities battle, fighting price pressure.

The traditional consultative sale, with the need defined by the buyer, looks like this...

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[New White Paper] The Future of Consultative Selling
By Erica Stritch

consultative selling white paper

Since the term was coined in 1970, consultative selling has been the most widely accepted—and pursued—sales approach. For the following forty years, advice for how to sell had mostly been a variation on the consultative selling theme.

In the past handful of years, however, selling has changed more than it did in the previous forty. It’s changed so much that some respected selling experts and business journals are calling to replace consultative selling altogether, blow it up and do something completely different. Others claim it’s still relevant today—it just needs to change.

Who’s right? Should we abandon consultative selling?

In this white paper, RAIN Group President Mike Schultz, Vice President Bob Croston, and APAC Practice Director Jason Murray propose a new definition of consultative selling, and take a close look at the future and what you need to do to win in the new sales environment.

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The 8 Categories of the Sales Performance Wheel
By Mike Schultz

sales performance

People often ask us, “What should we do to drive our sales success?”

It’s a complicated question. It’s not easy to decide what to tackle, when to tackle it, what results the organization should be targeting, where you can get the biggest bang for your buck, and what it really takes to get those results without further analysis.

This kind of analysis stymies many a company leadership team. So when we began analyzing sales forces two decades ago, we saw the need for an organizing framework to cut through all the complexity, and provide a lens through which to view a sales organization with a clear eye. The result: the Sales Performance Wheel.

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Why Social Selling Will Soon Just Be...Selling
By Ago Cluytens

social selling

Back in 1997 when I started my career, there were two things that everyone believed were going to revolutionize commerce and industry.

First there was the mobile revolution—upcoming mobile technologies were about to significantly impact how we interacted, shopped, and banked. The second was ecommerce, the prediction that brick and mortar enterprises were about to be displaced with "click" and mortars.

Did this all happen? Yes and no. Mobile phones indeed became the fastest-adopted consumer technology of all time. And online shopping is now a convenient and cost-effective route for buying stuff.

But we didn’t change what we do, just how we do it. Social selling is headed down this exact same road.

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