Many directors of dynamic companies we meet have ambitions to sell a true solution to their clients, but many are finding that transition hard to make. The days of making serious margin from ‘box-shifting’ are long gone, and everyone wants to move from selling a single product/service to selling a complex solution with a higher percentage of services, bringing with it higher profitability, more influence and ‘stickiness’ in client relationships, a potential longer annuity stream (if appropriate) and therefore a more secure future. This is a real ‘burning platform’ in many industries at present. Directors are understandably impatient to achieve their vision. The truth is there is more to this transition than meets the eye. So where are you and your team on this journey? Are you there yet? This white paper and assessment tool has been designed to ‘look in the mirror’ and answer that question for yourself. We recommend in assessing the way your sales team operate that you don’t just think about a few star performers – think about the predominant style of your wider team. That will give you the best view of how the majority of clients & customers perceive your approach. Why not try asking others in your leadership team for their second opinion and use this as a leadership exploration and decision-making tool? It is common for directors of different functions to have a different perspective as the various parts of the company are often at varying stages in the journey. There is often a need for the total organisation to shift its collective mindset to one of solutions, rather than just the sales function.
A White Paper and Assessment tool by Orbit Business Development.
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