The current crisis has changed the way in which companies make their purchases. It is not that they have stopped buying, but that now every purchase requires a justification of the value the purchase brings to the company. The decision makers on many purchases have changed, and new tools have been introduced for the selection of suppliers.
Companies need to make a profound transformation in the way of selling. This transformation can only be done through a company-wide process, including training, follow-up with coaching and the design of other activities that facilitate behaviour change. A study published in the Harvard Business Review shows that companies who implement a formal system of sales, motivating and giving feedback to their business, increase the number of projects won by more than ten per cent and decrease the number of lost projects or those in which no decision is taken.
Competition increasing pressure and lowering prices?
Purchasing departments demanding discounts?
Reverse auctions on-line?
Doing the same thing over and over again and expecting different results.
"To help clients to improve their results through transformation processes of proven success"
In times of change learners inherit the earth; while the learned find themselves beautifully equipped to deal with a world that no longer exists.
Telephone: +34 918 429 541
...so why are your sales teams still selling the same way as always?