Harness the collective power of your teams to unleash high performance selling
Without wanting to sound too much like a trailer for the latest action movie – salespeople really are working in a world of relentless change and complexity. This we know is largely due to the transformational changes we’re seeing driven by Industry 4.0. New products and technologies continue to enter the marketplace at an unprecedented rate. Business models are being disrupted and traditional ways of buying and selling have changed forever. Customer expectations have never been higher. They are more informed and more technology savvy than ever before. The purchase experience has become a key differentiator when choosing a supplier. 86% of customers say they are willing to pay as much as 18% more for a good experience. They want help making informed decisions and expect insights tailored to their specific needs, at every stage of the buying journey. We know that suppliers who meet these expectations are 30% more likely to win the deal.
This represents both and incredible opportunity and challenge for most salespeople. While customers are actively looking for new solutions to stay ahead of their competitors, they also have much higher expectations of sales to add value. Sales have struggled with this challenge for some time. They know that their ability to adapt and respond to customer needs is critical to future success, but they are often restricted by outdated team structures and rigid sales processes.
Leadership mindset is changing
To tackle these challenges, sales leaders are developing a new “adaptive” mindset – sometimes referred to as Adaptive Leadership or Leadership 4.0. They realize that the main challenge today is not product, but rather being “adaptive”. To succeed, teams need to be agile and highly responsive. They need to be incredibly nimble and inventive to help customers navigate the myriad of unique challenges they face at each phase of the buying process. Teams need to learn quickly and figure out how to integrate new knowledge to make each customer interaction a high value experience. All this while trying to influence customer thinking and steer them towards a desired outcome. It’s a tall order, but, as mentioned previously, customer expectations are higher than ever. If you’re not thinking this way, your competitors are.
Adaptive Sales Collaboration is the future
If teams are working in Industry 4.0 and Leadership 4.0 is gaining momentum, maybe it’s high time for Sales 4.0? Over the last 20 years sales tools & technologies have come a long way. From cloud-based Sales CRM systems to the latest generation of Sales Automation tools, they’ve done a good job at delivering better sales outcomes by driving standardization and productivity. However, what if every sale is different, each with its own set of unique dynamics and layers of complexity? In these scenarios, standardization and automation are simply not the answer. What’s needed is the human capacity to adapt and respond!
People have all the superpowers needed to thrive in a Sales 4.0 world. They have an innate desire to work together, learn together and to succeed together: exactly what’s required to navigate through the change and complexity salespeople are experiencing every day. We believe, that unlocking these human capabilities is the key to future sales success. This is Sales 4.0 or as we like to call it – Adaptive Sales Collaboration
Adaptive Sales Collaboration