If you’ve followed this blog, you are probably already familiar with the benefits of the Insight Sales Process™. It is perhaps the single biggest change you can make to positively impact the sales effectiveness of your team.
However, gaining the benefits of the Insight Sales Process™ takes more than simply an executive decision on your part. Every experienced sales manager understands that any sales process will only produce an effective sales team if the team itself buys-in and invests their own time and effort into the process. Simply knowing how to increase sales yourself through the Insight Sales Process™ will not suffice.
The following are the five steps every sales manager should take to turn their sales team into an Insight Sales team:
Have a formal launch that gets everyone on board
Transitioning your sales team to the Insight Sales Process™ should start with a “kickoff” meeting, where the specific benefits of the process are described. Feedback and input should be listened to, and the meeting should explicitly set the expectation that every member of the sales team will be a part of the process. Depending on time constraints, the kickoff meeting can include just this first step or the second and third steps as well. Ensure that your team understands that there are self-management and improvement opportunities built into the process and that the Insight Sales Panel™ will for the first time give them an accurate forecast of closing, as well as visibility on their particular strengths and weaknesses.
Develop your Insight Sales Panel™, Insight Sales Index™, and Completeness Score
Part of what makes the Insight Sales Process™ so effective and powerful is the fact that it is fully customized to reflect the objectives of your specific company. This gives your sales team the opportunity to influence the process they will use to conduct sales and determine their success. While the company’s interests and the members of the sales team’s interests might not always align (certain aspects of compensation may not be negotiable), all members of the team should all have a distinct impact on the development of the Insight Sales Panel™, the Insight Sales Index™ and the Completeness Score™. These will provide the framework with which sales leads and opportunities are measured and acted upon. It is particularly important that the sales team is involved in this aspect of the process. Their involvement will ensure that they understand, at a fundamental level, the key insights to gather in the discovery process and their relative weight, the most expected responses to each insight and the most effective strategies for each scenario. Their participation will make them far more effective and accountable in the field.
Triggering tailored response and strategy
Even the most experienced and successful sales representatives can improve by having prompts to ensure that they have not missed any key information in their discovery (see How to Improve Discovery on the First Call) and by having a clearer picture of their successful and less successful behaviours. The ongoing collection of insights triggers a best-case response and strategy. This helps provide guidelines to everyone from the newest to the most experienced sales representatives.
Use the robust data that comes from using the Insight Sales Process™ to effectively manage your team
The Insight Sales Process™ does more than just provide your team with an effective way of delivering a consistent experience of value. It also sets up quantifiable and reliable metrics with which to judge the success or failure of each individual member of the team, as well as the team in its entirety. By involving the entire team in the creation of this sales process, there will be a high level of transparency regarding what is expected of each sales representative. And best of all you will have baseline metrics for continuous learning and improvement.
The bottom line is that involving your sales team in the creation of your company’s unique Insight Sales Process™ is not just recommended, it is essential.