The type of industry you are in, is key to determine which level is optimal for your current state:
New technology/innovative industries can be effective in (undefined) Level 1 . Mature industries need predictable performance (world-class) Level 4) to sustain results. Think like this: If you are selling office supplies, you need to be a(world-class) Level 4 to consistently grow revenue. Renewable energy for instance can be very successfully initially in a (undefined) Level 1 state.
Experience and tenure are critical in your ability to move up the scale:
If you have a lot of ‘sales rookies’ on your team, you better be at a Level 3 or the performance will slip. In contrast, if you have a experienced sales persons , a Level 1 or 2 would be ok as long as there is no turnover.
Product maturity and market share are critical in diagnosing the correct level:
If you are selling Ball point pens and you are not at a Level 4 sales management state, go do something else. It will be a tough road. Pitching 3 D holograms, a undefined Level 1 will be enough to get you established in the market
I support companies with the following activities:
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Sharpen value proposal and marketing material (website, presentation etc..)
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Generate and implement a go to market plans
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Use social selling tools such as LinkedIn sales navigator
During my career I attended several basic and more comprehensive sales courses. Over the past 10 years I have created a training package tailored toward technology selling and complex selling. Typically, consultative selling techniques are most effective for technology driven companies.
Based on a quick assessment we will jointly determine the areas we want to address sales training. I can either provide the training myself or look for a suitable partner who can provide the right training for you.
