Successfully adopting a new sales methodology 📝 requires buy-in from all of the leaders involved in the selling process. Check out 6 steps from Gartner_Sales to help deploy your sales methodology: GartnerSales CSO
CSOs should start the sales methodology change process by aligning with the leaders of the functions that will deploy and use the methodology, and agreeing on everyone’s respective commitments. Leaders of the frontline sales team, sales enablement, sales training, marketing, product marketing and customer success should all be included — each with a distinct role to play.
With an eye on building confidence in the potential impact of the methodology, CSOs should engage frontline sales leaders to understand their vision and ideas about an effective sales methodology. Complement that feedback by gathering data on the current capabilities of the frontline team to identify the must-have success factors they lack and the skills gaps that exist.
How you communicate is as important as what you communicate. Keeping in mind that change scares people, it is important to consider the context in which you communicate and the words you use.Change is a long-term process that extends far past an initial launch. To ensure it “sticks,” plan to maintain a cadence of activities that support and reinforce methodology adoption.
Managers also need specialized training, not just in the methodology, but also in how to coach it and how to identify when team members aren’t using it. Enabling managers puts them in a stronger position to identify who needs additional coaching and how to give it. Building sales manager confidence with the methodology can produce strong returns through higher methodology adoption rates.
When analyzing results, take steps to isolate the impact of the sales methodology from other factors that can confound the metrics. Doing so will allow you to identify the return on investment from the methodology in dollar terms and communicate it to the organization.Connect with the leading CSOs and sales leaders to get the latest insights on sales technology, sales enablement and more.
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