Based on industry research and experience working with some of the largest sales organizations in the world, 80% of the success of a change management initiative around sales execution comes down the coaching of the first line sales leaders. As it relates to ValueSelling specifically, 5 of the top reinforcement activities for sales leaders that will help maximize the impact of the investment are:
1. Use the Qualified Prospect Formula for opportunity assessment
Make asking the ValueSelling questions part of the process in every engagement. Do not settle for the “I think” and “I believe” answers. Work with the team to ask the questions that help you validate the facts of the known and unknown. Learn more about the Qualified Prospect Formula here.
2. Review the Mutual Plan
Having the reps blind copy us on their summary emails back to the customer allows us to begin to see trends on areas they may still need some coaching in discovery planning and execution. Learn more about the Mutual Plan here.
3. Ask for the ValuePrompter when invited to a customer meeting
What better way to prepare for a meeting than knowing that individual’s ultimate goal, what problems do they see in accomplishing it, what’s their view of the solution, and what are the metrics with which they will measure success? Download a sample ValuePrompter here.
4.Integrate ValueSelling into existing processes and tools
Embed the ValueSelling terminology, ValuePrompters, etc…, into internal discussions, QBR’s, CRM, sales process stages, and other internal processes.
5. Use dashboards to measure what matters
For any change management initiative to be successful, we must measure the indicators of success. Look for ValuePrompter attach rate, ASP/ACV, win rates, discount rates, sales velocity when ValuePrompters are present.
Implement these simple tactics to maximize the impact of ValueSelling within your organization. Remember, 80% of the success of a change management initiative – like sales execution – comes down to the coaching at the first-line level. Don’t forget to celebrate success…shine a spotlight on those who have been applying ValueSelling “in the field” and the outcomes it has generated!
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