Introducing Services to a Product-Focused Sales Force

Description

Over the last decade, products have become more and more commoditized as life cycles have shortened, competition has increased, and customers have become savvy purchasers.  The accompanying downward pressure on profits has led many companies to introduce higher margin, value-added services and solutions to supplement their core products.

While the promise of improved profitability is very alluring, organizations are finding that selling these more complex offerings through their existing sales force is a challenging endeavor. Services and solutions aren’t just additional products in a salesperson’s bag – They have to be sold in different ways to different types of buyers. Not only have your offerings changed, but so have the demands on your sales force.

This work session is designed for organizations that are struggling with these changes.  Activities include:

• Assessing the fundamental distinctions between the products and services you want to sell
• Assessing how the customers differ for each offering
• Defining the gap between your current and future sales force capabilities
• Discussing the implications across all the elements of your selling system – your strategies, processes, skills, tools, and metrics
• Prioritizing the areas of need where improvement is most critical
• Developing an action plan to bridge the gap through highly-targeted training or other tactical means

Outcome

While transforming a product-focused sales force into effective solutions sellers is difficult, it is much more manageable if you undertake the transition with structured analysis and proven best practices. Using our tested methodology, we help you isolate where your priorities should be and how you can begin to elevate your sales force’s capabilities from product-focused sellers into skilled sales consultants. After this workshop, you understand where your salespeople need to be, the challenges you face, and how you will overcome them.

Duration

1 day

Participants

Sales and marketing executives

Contact

For more information, please contact: info@gtmpartners.com