VantagePoint has studied thousands of sales situations across dozens of industries and the research is clear: when sales teams exhibit Situational Agility they see an average of 20% more revenue per seller.
What is Situational Agility?
First things first: if you haven’t read our article on Foundational Agility, go read it here. Your Sales Team can’t work towards Situational Agility without Foundational Agility enabling it.
Now that you’re caught up, here are the components of Situational Agility:
What Are the Categories of Factors in Buying Situations?
On the surface, buying situations seem immensely varied and complicated. Florida State University’s research about buying situations identified up to 25 buying factors. But training salespeople to deal with 25 separate factors is just not feasible and would lead quickly to stress and burnout. So, we knew there needed to be a simpler solution.
So, we asked how we can make sense of these buying factors in a way that sellers can execute easily.
And that led us to find that some factors almost never come up. Then we started to see patterns in the more common factors that were naturally grouped into five easily identifiable and manageable categories:
The next step in the Situational Agility framework is choosing the most effective Sales Pattern based on the buying factors you’ve assessed.
As our research has validated, high-performing sellers don’t display one pattern of behavior, but rather must choose based on the buying situation between the following four:
Now, with a more manageable list of factors to identify and strategies to choose from after those factors are identified, the final component of the Situational Agility framework comes into play.
As we went over in our article on Foundational Agility, execution is not just the enactment of a predetermined sales move, but also the follow-up moves and monitoring.
Your goal is to build a database of easily repeatable actions aligned with specific situations, so salespeople need to be trained to get feedback along every step of their process
Our AgileEdge® diagnostic can help your organization do just that by using machine learning to analyze sales and aggregate data across large numbers of deals to give salespeople highly accurate insights into what sales strategies to execute in what buying situations.
Situational Agility builds on Foundational Agility by allowing sales teams to more effectively respond to specific buying factors, along specific stages of the buyer’s journey, with precise sales strategies guaranteed to be most effective in a given situation.
If you can train your people to have Situational Agility, you’ll see each seller’s revenue growth, and when more of your sales team do better, rather than just a few overachievers (as we noted in this article), so does your bottom line.