Align Selling Models to Evolving Markets
See how aligning process, roles, and competencies to evolving market segments drives outcomes.Learn More
Outperform the Market: The telecom industry has shifted over the last generation, away from being utility providers of traditional voice services to providers of a wide range of communications and technology services. Investments in sales development must recognize the increasing complexity of sales models and the customer engagement model.Contact Us
Sales has retained a product-specific structure that fails to align with new marketplace realities. As a result, newly conceived portfolios are not effectively penetrating target market segments.
Realign sales around core markets and define buyer-aligned customer engagement models for each. Identify key roles and competencies within each role and invest in focused development initiatives.
Outperform the Competition: Organizations have realigned around markets like consumer, small business, and enterprise, and need to create sales structures to provide a seamless portfolio of services to each segment. Sales training and development needs to recognize the unique requirements of specialized roles within sales models.Contact Us
Sales organization structure, roles, and competencies are not aligned with current portfolio and segmentation models. The mis-alignment is limiting growth attainment in key market segments.
Align sales engagement and process models with solution and market segmentation strategy. Identify key roles and competencies within each model and implement rigorous development programs that provide process, methods and tools.
Outperform the Standard: Sales training must incorporate curriculum that directly supports the market and sales strategy of the organization, while optimizing the learning experience at the individual level to provide a real connection to business outcomes. What "good" looks like for each sales role needs to be clearly defined and include criteria-based standards for certification at the competency level.Contact Us
Learning & Development struggles to demonstrate clear connections and ROI for corporate investments in sales training. There is a lack of clearly defined standards and models for competency development and certification by specific sales role.
Implement learning plans that directly support the sales strategy and goals, with "mappings" to specific performance outcomes. Incorporate multiple modalities where needed and apply a learn-practice-apply-coach (LPAC) model for optimal sales performance development and a defined path to certification.
Outperform the Benchmark: Effective on-boarding and professional development require well defined models for competencies and their associated proficiency levels. Sales organizations need both assessment and learning and development models that provide clear criteria and paths for career advancement.Contact Us
What success looks like for sales is too ambiguous to guide on-boarding and meaningful professional development. A lack of well-defined success and assessment standards limit valid development paths for improvement and advancement.
Provide clear, well-defined competency models for professional sellers and managers that incorporate assessment technology at the knowledge and behavioral level. Provide training and developmental assets that correspond directly to sales competency requirements.
Outperform the Target: In addition to training, sellers need methodology specific templates and tools to enable effective daily execution that drives target outcomes. Front line managers also need well defined behavior guides for seller activity, and criteria to evaluate behavioral effectiveness to provide meaningful coaching and mentoring.Contact Us
Many sales training programs fail to include templates and tools for application of new learning on real opportunities. The result is limited application of newly learned methods and limited guidance for managers on how to coach new behaviors.
Integrate methodology specific templates and technology tools into CRM to reinforce daily application of new selling techniques. Provide managers with behavioral guidelines for key sales methods to support effective coaching that drives specific outcomes.
SPI’s globally proven sales training curriculum enables organizations to market and sell high value solutions. Our Comprehensive Methodology Programs include essential processes, methods, and tools for organizational sales transformation.
Through next-generation cloud technology, the SPI-1 Sales Performance Platform delivers in-depth competency assessments, focused and individualized development plans, step by step playbooks with guided execution, and analytics to monitor developmental progress on key sales outcomes. By continually reinforcing and measuring key competency progress and sales metrics, the platform provides a continuous improvement life-cycle.