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.
The percentage of time that “one-size-fits-all” sales methodologies fail
The number of sales strategies average / below average reps use
The percent of reps failing to make quota
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 different selling situations
Understand the unique proposition of their company
Leverage a variety of sales approaches
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’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.
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.