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sales methodologies fail

75% of the time
FIND OUT WHY
Agile Sales Manager Code PODCAST How Sales Management Code
Fits Hand-in-glove with OKR,
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EBOOK Sales Training Doesn't Work
and Four Other Common
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and Coaching
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Crushing Quota DOWNLOAD NOW For Free
RESEARCH PAPER Why Agile Salespeople
Outperform Challengers
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EBOOK Sales Training Doesn't Work
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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

Flexibility, Adaptation, Evolution in Sales Approaches

This recent Forrester Research article highlights Flexibility as one of three trends in Sales Methodologies that can help us adapt to a completely changed world of behaviors and priorities. The research that led to the founding of our own company also identified the importance and value of Flexibility and Adaptation to different situations in Sales.

75%

The percentage of time that “one-size-fits-all” sales methodologies fail

One

The number of sales strategies average / below average reps use

65%

The percent of reps failing to make quota

“Sales Agility” means Adapting to the Situation

Selecting the right methodology for a sales organization is a huge undertaking with high stakes. With so much hanging in the balance, sales leaders who must make this critical decision usually seek input from many sources – top-performing salespeople, peers, the latest research, outside consultants.

When a multi-year study at the Florida State University Sales Institute set out to answer the question, “What is the best sales methodology?”, they made this discovery: no single sales methodology is “best”. Regardless of company size, industry, geography or any other factor, using a single sales methodology consistently led to lower performance than combining approaches from more than one methodology.

So what worked? The best performance occurred when salespeople were able to . . .

Accurately identify selling situations

Accurately identify different selling situations

Understand the unique buying proposition

Understand the unique proposition of their company

Leverage a variety of sales approaches

Leverage a variety of sales approaches

Quickly apply the best sales approach for each situation

Quickly apply the best sales approach for each situation

In other words, the best salespeople borrow from several methodologies and fluently adjust to the selling situation.  In contrast, lower-performing sales teams primarily rely on just one methodology.

This type of Agility and Situational Fluency are trainable. Outside of the Sales Training industry, many disciplines and professions train people for exactly this type of ability – Medical First Responders, Fighter Pilots, Professional Athletes. VantagePoint Performance studies how Agility and Situational Fluency is trained, and adapted it to the world of Enterprise B2B Sales.

VantagePoint Performance’s Sales Agility Code

VantagePoint’s frameworks allows organizations to become fluent in agility – easily able to understand each buying situation and quickly apply the sales strategy proven to win most often in each situation.

We train your entire sales force to sell like your high performers.

Company-specific Actionable Diagnostic & Insight
We uncover the 4-6 sales situations your reps face, then dive deep to understand what your top salespeople do to win in each situation.

Guide Documents Tailored to Your Organization
Armed with an understanding of what it takes to win, we transform insight into pragmatic steps, codified in a real-time, mobile playbook reps can use to identify which buying situation they are facing – and which sales approach will most likely lead to success.

Situational Training
VantagePoint helps your team practice selling against the situations they will face so they can apply each strategy with confidence – and we teach your leaders how to coach their teams to improved performance.

“You know our business better than we know our business. This is a game changer.”

 

— VP Sales Operations, Medical Device Company

“It is refreshing to finally find real sales management training. I’m tired of sales training companies masquerading their sales person content as sales manager content.”

 

— Chief Commercial Officer, Aon Risk Solutions

“This is the best, most successful training ever launched to our sales force.” 

 

— VP of Sales Effectiveness, 3M

“This isn’t just another training course, this is changing the way we do business.”

 

— Commercial Development Leader, GE

“Since implementing the frameworks in The Sales Management Code, our district’s revenue has grown by 30% year-over-year.”

 

— KI

“I have been doing sales since I graduated from college. I have attended countless sales trainings. I am guessing there have been 20. This is the best. By far.”

 

— Account Manager, Technology Company

Agile Insights