Is Your Sales Process in the Way? The Case for a “Point-of-View” Oriented Sales Force

For years, strategic account planning gurus have emphasized the importance of following a sales process. They have not switched their advice entirely, but they are now making a case for ensuring that your sales force has a clear and compelling point of view - rather than overemphasizing sales process.  This is especially true when your sales are large, complex and competitive. Here is why…

Sales managers constantly worry about losing their top performers. Not only do they then lose revenue but the cost of hiring and ramping up replacements is high…and that does not even take into account the loss of motivation and morale for the team left behind. However, as sales teams migrate from over-emphasis on following the sales process “rule book” toward the more flexible point-of-view-oriented sales culture, the research shows they are moving in the right direction. This is true for both their clients and their highest performing sales reps.  Though higher performers are always sought after by the competition and, by their very nature, are tuned in to other job opportunities, your top performers are far less likely to jump ship from organizations with a sales culture that emphasizes and rewards having an intriguing and insightful point of view for your clients.

Top performers apparently prefer finding a customer in a state of uncertainty, stakeholders who are open to change, and offering new perspectives on their customers’ business…a much more creative and innovative way to sell.  And clients prefer partners with the expertise, experience and judgment to have a valuable point of view.