Four Stage Sales Proficiency Model
Based on research from Holden LLC, the world of sellers can be broken-down as a four stage model of proficiency.
Order Takers
Stage 1 – Emerging Seller (pitching/pushing/communicating products and services)
Stage 2 – Solution Seller (positioning products and services with business value)
Demand Creators/Hunters
Stage 3 – Compete Seller (gaining political support from the influential buyers)
Stage 4 – Customer Advisor (involved in the buyer’s strategy and culture)
To successfully drive market share and customer loyalty, “Demand Creators” need the following organizational sales competencies:
- Provide a Competitive Sales Strategy. Clearly understanding buyer’s future trends, simplifying complex situations, packaging into a single story, knowing who we are competing against, behavioral analytics (tracking of why we are winning or losing), etc.
- Provide Unexpected Value. It is one thing to respond to stated buying criteria but another thing to provide value that they “needed” but didn’t ask for.
- Gain Political Alignment. Building relationships with the right influential buyers who have the ability to create new company initiatives & budgets.
- Overcome Today’s Challenges. In today’s complex business environment, sellers have to meet the following challenges: involvement of more decision makers (e.g. Heads of IT, Sales, Marketing, Legal, Security, etc.), cost and value justification, intensive convergence of competitors, etc.
“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” – Zig Ziglar
Sales Metrics
Below are example categories of business sales related metrics or key performance indicators (KPIs).
Achieving Quota/Closing More Deals – Percentage (%) of Deals Won, Lost, and No Decision (for each product category/portfolio) (e.g. 15% higher win rates)
Identifying new opportunities (e.g. 10% higher goal attainment)
Aligning solution to customer needs
Differentiating solution against the competition
Annual salesperson turnover rate
Reducing sales cycle time (e.g. 2.5% shorter cycle YOY)
Increasing average deal size (e.g. 3X the Average Deal Size)
Increasing contract renewals (e.g. 5% higher renewal rates)
Increasing satisfaction (e.g. 15% higher client satisfaction)
Sales Competencies
Consultative Selling. It’s the age of the customer, and digitally empowered buyers expect salespeople to have the skills and knowledge to deliver REAL value and solve complex problems—not just pitch their product. Serves as a trusted advisor to the customer throughout all phases of the sales cycle and project by developing understanding of the customer’s organization and technology environment. (article) (article) (article)
Large Size Organizations = Complex Products + Higher Spend + Consultative Sales Oriented
Small Size Organizations = Simple Products + Lower Spend + Transactional Sales Oriented
Territory / Module Management. Knowledge of and ability to prioritize customers based on immediate-to-long-term opportunity and to differentiate customers into meaningful groups and to establish interactions and service levels appropriate to each group.
Account Management. Knowledge of planning and managing the full relationship between the organization and its customers and understanding of practices, tasks, and tools and ability to provide services and support to key clients.
Competitive Differentiation. Differentiates company from its competitors in terms of solving the customer’s business problems.
Technology & Design Expertise. Develops and demonstrates up-to-date technical knowledge of company products, services, applications, including deep expertise of underlying technology.
Business & Financial Acumen. Knowledge, insight, and understanding of business concepts, tools, and processes that are needed for making sound decisions in the context of the company’s business; ability to apply this knowledge appropriately to diverse situations.
Operational Excellence. Ability to utilize assigned resources and leverage back-channel resources (individuals or teams) to achieve or exceed planned outcomes.
Customer-Centric Solution Development. Designs innovative solutions that solve customer business problems. Ability to understand the customer needs and design a solution. Knowledge of and ability to meet customer needs by offering appropriate solutions through customization utilizing both internal and third party providers (if needed) in an appropriate manner. (article)
Vertical Expertise. Expertise in different industries such as Energy, Transportation/Logistics, Retail, Financial, Government, Education, Health
Resources
The New World-Class Sales Competency Model (WCSCM)
What Makes Great Salespeople
CEB Develop Sales Talent
The Simplest Way to Become a Better Salesperson
Supercharge your Success
Sales and Marketing Alignment
What Makes a High Performer in Today’s Workplace
Skills For Future Success in a Disruptive World of Work
The Best Way to Hire Salespeople
How to Build a Learning Work Mindset
The Worker of the Future
The Best Leaders Are Constant Learners
The Future Employee
Seven Sales Topics that Need to Die – and Seven that Need to Be Heard
On-the-Job Development Activity Builder
Help my clients think differently
Selling to the Challenger Customer
Inspirational Sales Video
7 Habits of Highly-Effective Entrepreneurs
Command and Control
Fair Pay
Closing Strategy-Execution Gap
Keys to Keeping Your Team Tight
Beyond the reach of automation
Train Brain for His Performance
Keep Journal | Machine Learning
Training New Managers
Sales Vision
Making Decisions
Dealing with Sales Performance Problems
Sales Stats
Why AI Will Be Your New Best Friend in Sales
How To Influence People And Sell More? Stop Pitching And Ask These Questions