If you look at sales performance across an entire team; you have some star performers who always hit it out of the park, some poor performers on their way out, and the majority of your players who fall in the middle. Whether you call them the herd or the B players, we all wish we could transform them into stars.
Some of these folks have the attitude and raw talent to become home run hitters -- they just need more knowledge and experience. Others will always be average performers. The challenge, then, is to shift that entire team’s performance and increase revenues.
Sales people are just-in-time, opportunity-specific learners, so you need to give them just-in-time, opportunity-specific knowledge and sales coaching. With Kadient, you can track and analyze what your best players are doing and implement playbooks to replicate, measure and improve. For instance:
- Create a playbook for how to sell into a specific situation to a targeted audience.
- The playbook contains the right content, messages, and activities that are proven to work in that situation.
- When one of your average-performing team members is working an opportunity that fits this profile, he sees this playbook, which gives him the exact sales coaching he needs, at precisely the time he needs it; what to use when.
- It presents him with dialog starters to engage the buyer in conversation, questions to ask to uncover the buyer's pain, information about how his company has solved this pain for other customers, insight to compose a solution just for this customer, and intelligence to differentiate from the competition. It focuses his attention on the most important knowledge, messages, and tasks that he needs right now.
Using Kadient, sales processes are more prescriptive making sales teams more effective producing the exact sales tools customers are looking for when they are looking for them.