Building a Consultative Sales Force

Description

Over the last decade, companies have been moving away from selling products and toward providing solutions for their clients’ business problems.  Developing solutions is one thing... Selling them is another.  Sales forces that were hired, trained, equipped, and motivated to sell in a transactional manner cannot just flip a switch and become consultants to their clients.  Selling consultatively requires a completely different sales model, and the road to a successful transformation is bumpy and dark. 

This work session is designed for organizations that are struggling with or just beginning the journey toward transforming their sales forces into consultative sellers.  Activities include:

• Discussing how consultative selling’s processes and outcomes are distinct from other modes of selling
• Assessing where on the consultative selling spectrum you are
• Identifying key points in your sales process where your sales force must add value to your customers
• Assessing your current capabilities vis-à-vis your needed capabilities
• Isolating challenges to successfully transforming your sales force
• Outlining a plan for change

Outcome

This workshop is a structured way for executives to think through the needs and implications of consultative selling.  You may only need to tweak your existing sales force, or you may need to rethink the fundamentals of your organization. You will leave this working session with a clear understanding of how far you are from your ideal capabilities and what you are going to need to do to close the gap.

Duration

1 day

Participants

Sales executives

Contact

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