For sales organizations with a B2B, complex, value sales model, effective conversations are the primary driver of sales success.
If your organization is experiencing sales performance issues, inadequate pipeline, and deals that don’t close — assessing sales conversation effectiveness should be your first move.
What you will probably find is you now require each rep to figure out how to effectively conduct every critical sales conversation. This makes no sense.
This is not a core competency of most sales reps. It’s probably not one you hired for. And it’s not necessary if you put the right support in place.
It also misses a huge opportunity.
You need feedback from ALL the conversations your teams are having. This informs improvements to messages, conversations and support practices.
The article linked below will explain these ideas more fully. It will introduce a novel remedy that works — quickly.