You launched a new sales process to win more deals. However, your team forgot to build an adoption plan to accompany the roll-out. Implementing a new sales process typically fails and we will discuss how to prevent failure and ensure success. As a guide, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy section and flip to the Sales Process phase on page 279 of the PDF.
Most new sales processes are met by the sales force with increased skepticism. Below are the main reasons why this occurs:
- Confusion– The team lacks understanding on what is most important. Are you trying to implement a new sale process? Are you trying to implement a new lead management program? Focusing on a couple things is a good idea. Trying to implement 4-6 things at a time is death to the sales force.
- Sticking to the playbook– The new sales process will encounter bumps in the road. Listening to the field and adjusting for improvements will make the difference.
- Lack of mobility– The inability to capture lightning in a bottle. When something works what are the channels to disseminate that information? Time is of the essence. If the rep in New York is successful using the new sales process, how can that be shared with those who are struggling?
- Identifying Behaviors– What are the specific behaviors you want to reinforce that will dictate success. Most leaders fall in love with measuring results. These are important; however, they are lagging indicators.
Soon the tail winds created from the initial roll-out recede. Old ways of doing things reemerge and performance regresses. The economic impacts are never realized and leadership is left scratching its head. Your investment just went up in smoke. You will have wasted financial resources and lost credibility as a leadership team.
It does not need to happen that way. Download the Sales Process Reinforcement Guide to build your reinforcement plan. Develop an adoption plan by following the keys to success below.
Keys to Success
- Identify the Key Players- A well-designed communication plan has clearly defined roles and stakeholders. The key players will be accountable for the execution of the plan.
- Develop Key KPI’s to track- What are the benchmarks you will measure? How will you share these results? These have to stay front and center so that the team knows it is not the flavor-of-the-month.
- Discuss Finding, Wins, Challenges and Changes- Plans always look better on paper. When initiatives are rolled out, there will be adjustments that need to be made. The best organizations understand this concept, learn from the findings, and make the right adjustments.
Broadcast Success- In order to accelerate the success rate, share best practices across the organization. How mobile is your organization? What are the mobile channels that you will use to broadcast success? What are the behaviors you want to reinforce? These are all questions that need answers and included in the plan.
Adoption Plan – The goal with any adoption plan is to ensure lasting change for the organization. A change that is embedded in the fabric of the organization. The sales adoption plan is not a one-time event; rather it becomes a weekly cadence of the leadership team. In addition, those organizations that can evolve successfully will emerge with greater financial success. In essence, putting the organization in a position to make its number.
If you would like help developing your sales process adoption plan, come see the SBI leadership team in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. Sessions at The Studio are experiential and are designed around the principles of interactive exercises, hands-on innovation, and peer-to-peer collaboration. The Studio is a safe-haven for learning and after just a few days clients leave with confidence and clarity your revenue growth strategies and sales and marketing motions to make your number.