When I ask businesses what their competitive edge is, most businesses will respond with: Their people, their products, their excellent customer service or their experience.
If I asked your competitors the same question, how would they respond? Most likely, they’d answer the same way. Which means what you think is your competitive edge is not a competitive edge at all.
But there are areas within your business you can focus on and control that can give your company and sales team a true competitive edge. Sales process is a competitive edge if it is forward-looking, and shifts your team’s focus to the front end of the sales cycle: the lead and opportunity stages. This is where you will find the highest ROI.
To make sales process something that truly differentiates you from the competition, you must:
- Focus on the front end of the sales process
- Manage load input goals
- Prioritize sales KPIs
- Rethink target account management
- Implement team selling to leverage data across the company
- Build a roadmap for your sales team using market demand data
Click the links above to learn more about those topics.