Look to emerging trends
If you have gaps in your sales strategy when compared to best practices, don’t bother fixing them. Instead, look to emerging best practices, and “leap frog” over your competitors.
It takes just as much effort to implement today’s best practices as it does tomorrow’s best practices. As Wayne Gretzsky once said, “Don’t skate to where the puck is now; skate to where the puck is going to be.”
What’s the advantage?
Leap frog-style leaders achieve the multiplier effect of the first mover advantage while the competition is stuck in the “me too” game.
Emerging best practices help you win more often with higher prices. Leaders deploying today’s best practices, which are similar to the market standards, are caught in a competitive blood bath with lower win rates, prices, and margins.
How do you know which camp you fit into?
Leaders attempting to catch up are doing things such as installing out-of-the-box sales processes. They take the easy path. Those deploying emerging best practices are designing customized processes for tomorrow’s buyer. They were capitalizing on mobile and social three years ago. These leaders listen to the market and get ahead of the next growth trend.