Sales leaders are painfully aware of the fact that buying behaviour has changed more in the past ten years than it did in the previous thirty. Today’s customers have access to a vast array of information – from suppliers, purchasing consultants and social networks – that promote independent decision-making. It’s not unusual for a customer to complete more than 75% of their purchase journey before they ever engage a sales person. Additionally, as technology enables suppliers to offer more complex, expensive and risky solutions, customers have become far more risk averse, bringing more and more stakeholders to the table to weigh in on the purchase decision. This is leading to a drawn-out consensus-building process that often results in no decision for the seller. Quotas are being missed, confidence is waning, and discretionary effort is slipping, creating a self-propagating downward spiral of sales productivity.
Clearly there needs to be a change in the way that organisations engage customers. Sales transformation, however, is easier said than done, and failure rates are high. We guide organisations through large-scale sales transformations, enabling them to deliver sustained, profitable growth through effective sales execution. We do this by aligning go-to-market strategy with the company’s growth strategy, ensuring that the right people are in the right roles and that sale professionals have the right tools, skills and mindset to be effective. Our solutions ensure that pay and rewards systems incentivise and motivate the right behaviours. And we create positive climates of success that reward excellence and build confidence to reverse the spiral and generate dynamic upward organisational momentum.