Once a humble software enterprise, NovaTech was home to a team of dedicated engineers and a sales force that was struggling to meet quarterly targets. The challenge wasn’t the product, which was innovative and reliable, but rather the way it was being sold. The company was about to witness an incredible transformation.
Jane Martin, a veteran in sales strategy, was brought onboard as the new Sales Director. She sensed an untapped potential in the existing sales team and believed that the key to reviving NovaTech’s fortune lay in its own backyard. Jane set about with an ambitious plan.
Step 1: Sales-Specific Assessments
Jane initiated assessments for the existing sales team and the few new hires. Using Sales Specific Assessments, questionnaires and situational role-playing, she aimed to gauge their understanding of the product, their sales techniques, and their adaptability to diverse client scenarios. The results were revealing. Some were product experts but lacked persuasive selling skills, while others had the passion but lacked technical knowledge. She also learned that some of the sales team simply didn’t have the desire to do what it took to close sales. They were missing the Will to Sell.
Step 2: Sales Training
Using insights from the assessments, Jane launched a comprehensive sales training program utilizing both internal and outside consultation. Engineers collaborated with the sales team to provide them with a deep understanding of the software. Role-playing sessions became the norm, with senior sales personnel and external experts simulating client interactions.
Step 3: Sales Coaching
Jane believed in the power of mentorship. Pairing seasoned sales professionals with the less experienced ones and with professional sales coaches, she set up a coaching system. This one-on-one guidance offered insights into practical challenges and created an environment of constant learning.
Step 4: Streamlining the Sales Process
She also reviewed the existing sales process for structure and stages along with compliance by the sales force. She also studied past deals, both successes and failures, Jane mapped out the entire sales journey and she identified bottlenecks, redundant steps, and potential areas of improvement. The process was then revamped to be more efficient, client-centric, and result-oriented.
Step 5: Sales Qualification
One of NovaTech’s issues was chasing leads that were often not the right fit. Jane introduced a robust sales qualification process. Using a set of predetermined criteria, the sales team could now identify high-potential leads that were more likely to convert, ensuring that their efforts were channeled effectively.
The Results
The cumulative effect of these steps was astounding. In just under 2 years, NovaTech saw its sales skyrocket by 400% and with the new qualification process reduced the number of proposals by half. But numbers were just part of the story. The sales team was more confident, cohesive, and equipped to handle challenges. Clients sensed the difference too, as interactions became more insightful and tailored to their needs.
The tale of NovaTech became legendary in industry circles, showcasing that investing in one’s team and refining internal processes can lead to unprecedented growth. Jane’s mantra, “Elevate from within, and success will follow,” became the guiding beacon for many companies aspiring for transformation.
For more information or to discuss your particular situation contact us at the following…
www.transformativesalessystems.com
765-623-5623