Innovation is the key to staying ahead of the competition and meeting the changing needs of customers. But how do you innovate sales processes that are often ingrained in your organization and culture? Here are some tips to help you create and implement new ways of selling that can boost your performance and satisfaction.
Before you can innovate, you need to understand your current sales processes and how they align with your goals, customers, and market. You can use tools like SWOT analysis, customer feedback, sales metrics, and benchmarking to identify your strengths, weaknesses, opportunities, and threats. You should also involve your sales team and other stakeholders in this process, as they can provide valuable insights and suggestions.
In every team that I entered as a supervisor, in the first stage I examined the weaknesses and strengths of that team and encouraged and praised the strengths and did not blame the weaknesses on the experts. I will turn them into strengths by modifying old processes and creating new ones In my opinion, knowing the state of the team is the first parameter to start innovation
Once you have a clear picture of your current situation, you can start generating ideas for improving your sales processes. You can use techniques like brainstorming, mind mapping, prototyping, and testing to explore different possibilities and solutions. You should aim for quantity and diversity of ideas, and then evaluate them based on criteria like feasibility, impact, cost, and alignment with your goals and customers.
After you have a good idea of what is actually going on with the current process, it's time to start ideating. I love to take a collaborative approach at this point and try to include existing team members, whether it be reps, managers, trainers or anyone else involved so that they feel like they are part of the process and not just being handed something. I love a good whiteboard session and I also love using tools such as Lucid to map out the actual step by step process.
After you have selected the best ideas for your sales processes, you need to plan and execute the changes. You should communicate the benefits and expectations of the innovation to your sales team and other stakeholders, and provide them with the necessary training and support. You should also monitor the results and feedback of the changes, and make adjustments as needed. You should celebrate the successes and learn from the failures of your innovation.
Implementing a new sales process is akin to navigating an uncharted sea. Just telling your crewmates won't cut it; you'll have to charm them into accepting the change. And while it's absolutely true that your sales force may resist being sold on the new process, if they understand how it will improve their day to day actions you can be sure they will buy in. Start with clear communication and explain the 'what's in it for me' factor. Involve the team in the decision-making of what's working, provide ongoing support, and over communicate as much as possible as the process evolves. Winning hearts and minds isn't fluff; it's the key to avoiding choppy waters and headwinds as you direct your team into the blue ocean of opportunity before them.
Innovation is not a one-time event, but a continuous process that requires a culture of creativity, collaboration, and learning. You should encourage your sales team and other stakeholders to share their ideas, opinions, and experiences, and reward them for their contributions. You should also provide them with the resources, time, and space to experiment and innovate. You should also embrace change and risk, and be open to feedback and improvement.
The key to creating a culture of innovation is to adopt that philosophy up front and embrace new ideas. One of my favorite quotes is “Be a problem solver, not a problem spotter.” The main idea behind that quote is don't just come with problems, come with solutions so that we can work on solving our problems together instead of giving me more problems to solve. Ask for feedback and then ask for examples, not just anecdotal feedback. Share wins and share losses. Embrace the suck if something isn't working, acknowledge that and say we're going to try something else and we will fail fast if it isn't working. Finding things that don't work means that you are closer to finding something that does work.
You can also innovate your sales processes by learning from the best practices of other organizations, industries, and experts. You can research and study how they have solved similar problems, adapted to changing markets, or created value for their customers. You can also network and collaborate with them to exchange ideas, insights, and feedback. You should not copy them blindly, but adapt and customize their solutions to fit your context and needs.
As a sales coach and consultant to large U.S. enterprise software vendors, I've been told that the best practices that I share from my experience with other companies in the tech sector are the most valuable benefits to my clients. That said, it takes time and effort to capture, codify, and analyze the lessons learned that I take away from each project. This may be a key reason why most sales organizations do not document their most effective strategies and business practices as learning tools for the greater organization. Frontline sales are one of the roles that have access to deep domain knowledge and experience in use case discovery with customers. This type of insight is valuable because it's actionable and repeatable.
Finally, you should review and update your sales processes regularly to ensure that they are still effective, efficient, and relevant. You should measure and analyze your sales performance and customer satisfaction, and identify any gaps or issues that need to be addressed. You should also keep an eye on the trends and changes in your market and customer behavior, and anticipate their needs and expectations. You should always look for ways to innovate and improve your sales processes.