High performers have always known intuitively that agility – the ability to adjust the sales approach to match different buying situations – is the key to sales success. Finally, the research proves it. An extensive study by the Florida State University Sales Institute revealed that star sellers who turn in consistently outstanding sales results use up to four methodologies, instinctively choosing the best approach for each prospect.
Now, you can replicate their approach – and their success – in your own business.
VantagePoint’s Agile Sales Code (ASC) solution leverages a two-pronged approach – (1) Diagnostic/Insight and (2) Training – to identify the unique buying situations your company faces and the best approach for each one, then get all your reps prepared to meet each situation effectively. Our approach is methodology-agnostic, meaning we aren’t trying to make a product fit your situation; rather, we start with a deep understanding of your situation, then we match the best methodologies to your unique selling scenarios.
It not only makes sense, it works. On average, companies who employ VantagePoint’s Agile Sales Code see 12% more revenue and 22% higher win rates than they experienced using a single methodology.
Increase in Revenue Performance
Higher Win Rates
A roadmap to winning – tailored to your organization
The VantagePoint Agile Diagnostic uses data to identify your unique company-specific sales situations, as well as the targeted selling paths employed by your top-performing sellers and sales managers. This enables companies to truly replicate the behaviors, strategies and situational fluency of your top-performing sellers and sales managers. We codify and test those paths, then create a real-time, mobile Sales Strategy Guide documenting your 4-5 common sales situations and the ideal response to each. The guide serves as both an invaluable reference tool for sellers and a powerful coaching tool for managers to reinforce the behaviors that lead to performance improvement.
As part of the Agile Sales Code engagement, we provide your sales organization with an easy-to-use system for capturing and disseminating best practices, enabling continuous refinement and improvement of the agile selling approach. Video integration allows reps to learn from top-performers as they share insights and “how-to’s” around common opportunities. These tools, as well as the virtual Strategy Guide, are easily integrated with existing CRM systems.
Elevating your salesforce to a team of high performers
Armed with an understanding of the selling situations your reps face, the approaches that work best and playbooks detailing how to identify and win in each situation, VantagePoint then trains your entire sales team to execute the agile sales approach successfully.
We start by sharing the research and results supporting agility to get buy-in to the new approach. We then walk your sales team through our findings about the sales situations they face, how to identify each one quickly, and which strategies to employ in each situation. Once the sales team has a solid understanding of this foundational material, we use role play and other teaching methods to help reps become confident in identifying which buyer situation they are facing and applying the right strategy for success.
Understanding that one-time training events rarely change behavior, VantagePoint uses a multi-phase approach to training that emphasizes continuous learning and reinforcement over an extended period of time. Moreover, once reps apply the agile approach and begin seeing the results it produces, the training takes on an internally driven momentum of its own.
Between our long-term view of training/reinforcement and reps’ self-motivated adoption of techniques that work, senior sales leaders can feel comfortable ASC training will stick.