The rapid pace of change in today’s business environment creates the need for an increasing number of companies to transform their sales organization.
These transformations involve what they sell, who they target, how they sell, and why customers will buy from them.
SOAR Sales Capital Management℠ enables clients to best align their sales team, sales talent, and customer engagement approach with go-to-market strategies to maximize their return on investment and deliver higher amounts of customer value.
Research suggests that up to 90% of new knowledge and skills are lost within a year due to little practical follow up or reinforcement.
The SOAR Touch™ is a comprehensive framework designed to address sustainability of the change initiative by incorporating:
Face to face implementation and training
Self-paced modules delivered on-demand
Virtual live instructor led training delivered on a regular schedule
Our Talent Diagnostic solutions enable our clients to have a clear view of where their current sales talent is.
This allows them to target their sales force development investments in the areas of highest impact for executing their go-to-market strategies.
The SOAR Success Guide Diagnostic and the SOAR Top Performer Profile Diagnostic use automated platforms to benchmark and evaluate team members’ knowledge, skills, and attributes against those of top performers in their role.
SALES TALENT SELECTION
When hiring sales talent, it is critical to not only consider the cost of recruiting and development, but also the impact that ineffective hiring has on sales performance.
The SOAR Success Guide and Top Performer profile provide a roadmap for success in the role.
These tools enable our clients to assess candidates to determine which candidates will have the best opportunity for success in the role.
An accurate assessment of candidates increases the probability of hiring success, reduce new hire time to productivity, and increase sales productivity for new sales team members.
SALES ROLE DESIGN
Winning in today’s market requires effective customer engagement across the sales team.
SOAR Sales Role Design defines the sales roles required to align with the customer engagement approach.
Building a Success Guide for each role enables sales team members to have a clear understanding of the key success factors for driving execution of the go-to-market strategy while creating the optimal customer experience.
This allows our clients to connect their sales team with the customer engagement approach to optimize the buying experience.
SALES TEAM DESIGN
In order to accelerate profitable growth, the sales team must be designed in a way that connects the team with a singular focus on the customer.
Focusing on the customer with the right coverage model optimizes both sales team performance and the customer buying experience.
SOAR Sales Team Design services allow our clients to use their sales resources more effectively while improving the customer buying experience.
This results in improved revenues and margins with a lower cost of sales.
SALES TEAM DEPLOYMENT
In order to be successful in today’s ever-changing environment, it is critical to understand how current sales talent stacks up against the new expectations of a rapidly evolving marketplace.
This understanding combined with actionable insights enables our clients to identify the gaps between their current sales talent and the talent required to execute new go-to-market strategies.
SALES GAME PLAN
Once you have the right sales team and sales talent in place, you need a winning game plan.
Understanding the key customer buying milestones and success factors for execution of the plan ensures that the team is performing when and where it counts.
The SOAR team will leverage insights to create a winning Game Plan that the entire sales team can rally around to win more deals and drive more predictable, repeatable results.
The SOAR Sales Playbook is a comprehensive field guide for your team.
It includes a clear definition of the sales team, SOAR Success Guides for each team member, and the SOAR Sales Game Plan to ensure success with the customer.
Our clients find that this becomes an integral part of their sales effort, as it is the link that connects their sales team, sales talent, and customer engagement approach.
This results in a clearly focused, highly purposed team that is fully enabled to drive next level performance.
Having a great Game Plan and Playbook is only valuable when they are properly executed.
SOAR Sales Coaching focuses on working with our clients to build coaching skills for executing the SOAR Sales Game Plan, leveraging the SOAR Sales Playbook, and driving sales performance.
SOAR Sales Coaching enables teams to work more cohesively to achieve performance goals and overcome roadblocks that prevent effective sales execution.
We work with your sales leadership to develop a customized coaching plan to drive predictable, repeatable sales results.
VALUE CREATION SELLING
As markets continue to evolve and new external pressures grow, customers will increasingly be searching for solutions that add value to their business and give them a competitive edge in the marketplace.
To keep solutions from being viewed as a commodity and competing on price, a value creation selling approach is necessary to achieve targeted sales results.
SOAR Value Creation Selling enables sales professionals to shorten sales cycles, increase opportunity size and improve win rates as a result of improving the sales experience from the customer perspective by changing the conversation.
EFFECTIVE EXECUTIVE ENGAGEMENT
Decision making teams are getting larger. To make things more challenging, the decision making team more frequently includes one or more executives.
We help sales teams by providing insights into the factors considered by executives in leading their organizations to enable better conversations with customer executives.
In addition to the insights, we focus on skills and techniques for successful conversations connected to business impacts and performance indicators (financial and operational).
STRATEGIC OPPORTUNITY EXECUTION
Improving the win rate for Strategic Opportunities requires more than a plan.
We help companies win more business through effective opportunity execution by:
implementing an intuitive planning process for plan development, communication, and coaching
enabling Strategic Account Teams with the influence skills necessary to gain commitment to executing the plan
providing the selling skills necessary to execute the plan at the customer level
and empowering managers to effectively coach the execution of the Strategic Opportunity Plan.
STRATEGIC ACCOUNT EXECUTION
Much of the effort that companies put into strategic accounts is focused on account planning.
However, one of the biggest challenges we see with strategic accounts is getting the required buy-in to execute the account plan.
SOAR Strategic Account Execution focuses on enabling Strategic Account Teams to more effectively use influence and persuasion to generate the buy-in required to execute strategic account plans.
The result is a Strategic Account Team that can get the buy-in required to drive increased revenue and profitability in your most important accounts.
Sales people are constantly negotiating with customers and prospects across the entire engagement cycle (sales process).
The continuous cycle of “give to get” spans conversations related to resources, pricing, demos, trials, and many other points.
SOAR Win-Win Negotations enables sales professionals to improve negotiation effectiveness throughout the engagement cycle by developing skills and leveraging proven techniques to more effectively execute all the phases of the negotiation process to craft more mutually beneficial situations with customers.
Adding real value to your customer’s business is all about helping them innovate in their business to provide new competitive advantage.
Innovation Selling provides the process and skills for understanding key drivers of innovation in your customer’s business, executing a high impact innovation conversation with the right customer contacts and leading an innovation focused sales cycle.
Leading your organization in selling innovation requires building the ability of your team to:
target the right accounts
focus on the right contacts
and execute the right innovation conversation with a focus on new ways of doing business that offer sustainable value for your customer.
This requires Innovation Leaders.
Today’s buyer has unlimited access to information at their fingertips. They are constantly connected and increasingly using social media to research options and seek advice from peers.
SOAR Social Selling assesses your team’s online reputation and social network activity. These insights are then used to teach your sales team the art of creating effective online profiles, as well as coach individuals at every level to create and use social media platforms to prospect and nurture sales leads.
Beyond sales teams, our consultants help you develop an online brand persona and a social strategy for your organization.