Services / Sales Productivity Development
Making the transition into true solution selling
Many companies aspire to using a solution selling approach but in truth find it difficult to do this in practice.
Below we show the typical changes organisations need to go through to make the transition to true solution selling.
| Moving from.... | Moving to... |
| Concentration on product - with high focus on price | Increasing percentage of higher margin services – with higher focus on value |
| Reactive, supplier based relationships | Proactive, thought leader/strategic partner relationships |
| IT management contact | Wider and higher footprint – including C level |
| Short term forecasts and pipeline | Longer term forecasts and pipeline |
| Account development ad-hoc, largely unplanned | Account planning sessions + documents |
| Sales team largely solo operators – sometimes ‘them and us’ with delivery team? | Internal teamwork – making best use of all resources |
| Supervisory sales management style – focused on activity and figures | Developmental sales management style – coaching, sales accompaniment |
The Orbit approach will give your sales organisation the sales methodology and skills needed to make this transition and the management approach to make the changes last.
We have found that increasing sales productivity in a meaningful and long-lasting way is not just about sales training.
Click on each part of the diagram to find out more about our approach:
Review of Sales Management Infrastructure - Do you have the right foundations in place to maximise your sales teams productivity? Click here to download our review of Sales Management Infrastructure
