A mistake I often see sales leaders making is suddenly setting new sales processes in place, with little to no notice.
Every so often, a new sales process needs to be implemented. It’s expected. Regardless of whether or not the current sales process is flawed, there should be periodical adjustments (and sometimes, complete overhauls) to keep things fresh and to reflect the current needs in the market.
For example, a sales process from 5-6 years ago would likely have little to no emphasis on social media. A sales process in 2014 that neglects social media has an extremely high chance for failure.
As times change, sales processes must change as well. As I often remind my clients, some of your best sales reps have likely been with your organization for a long time. They’re often set in their ways and routines, and because of this, it isn’t realistic to expect them to change and become accustomed to a new sales process overnight.
Changing sales processes requires time and consistency if you want to implement in the correct way. If you implement a new sales process gradually, all that will be required is periodic coaching and training.
Consider hosting weekly group or team meetings as well as weekly one-on-one individual sessions with each team member. If you’re serious about making a smooth, and worthwhile transition, you can expect to continue coaching and mentoring for about 2-3 years.
Some of Engage’s best clients have previously embarked on a gradual sales process change. The result? They are presently leading the marketplace. They’ve been able to successfully take away millions of dollars of business away from their competitors, while skyrocketing themselves to the top of their respective companies.
This transition was not quick, nor was it easy. However, by staying consistent through the process change over an extended period of time, they have been able position themselves for present day success.
Selling the exact same way you did 5-10 years ago is a huge mistake. But, a bigger catastrophe could lie in rushing to implement a new sales process overnight. ← Click To Tweet
In this marketplace, the successful business are making the transition from transactional sales to a value-based sales system. They’re doing this to capture more market share and to sell more to existing clients while building mutually beneficial long term relationships.
Establishing a new sales process requires a (long) transition period. This is a prime example of slow & steady wins the race. Don’t end up like the hare who loses the race because of impulsive decisions and an expectation for immediate results.
Equip yourself with the skills needed to thrive during transition periods. Our free gift to you will help you establish those necessary and important skills!
What are your own sales examples of slow & steady wins the race? Share them with us in the comments below