Strategies World-Class Sales Teams Discuss at Sales Kickoffs

As we move into the new year, most sales teams are likely setting the stage for 2022 with sales kickoff (SKO) meetings. Topics that top sales organizations will be covering this year include sales strategies, methodologies, predictable forecasting, and more.

Sales Execution Tools for New Sales Methodologies

During SKO sessions, many companies roll out new methodologies and processes. Companies pay boatloads of money to provide their teams with proven sales methods and techniques. However, they are often left with a 300-page binder or set of static templates that are quickly forgotten. How can companies get reps to adopt new sales methodologies in their day-to-day workflows?

It’s difficult to translate these strategies from paper to practice in today’s B2B sales landscape. Sales teams are straying further away from what they’re trained on. They would rather spend time on activities that directly impact their ability to manage and close deals.

Advanced sales execution tools (such as playbooks, scorecards, opportunity plans, etc.) help guide reps through sales strategies. These tools reinforce training and best practice behaviors rather than expecting reps to retain information from training materials. As a result, these tools help companies qualify out of deals sooner, focus more on verifiable outcomes, and reduce sales cycles.

Gain Forecast Accuracy and Revenue Predictability

According to Gartner, only 45% of survey respondents say that sales leaders in their organizations have high confidence in forecasting accuracy. With the constantly evolving landscape in B2B sales, relying on methodologies, training programs, and SFA systems often falls short in reinforcing value selling behaviors. With the number of decision-makers increasing, enterprise sales organizations are struggling with how to empower reps to focus their time on the opportunities most likely to close.

Enterprise sales teams that invest time in opportunity planning are far better equipped to uncover highly qualified sales opportunities that close faster. Opportunity planning will help sales teams find larger more strategic deals that close faster to meet their revenue goals.

Sales teams can use tools to unlock data to deliver actionable insights that provide a clear and single view of the buyer landscape that is absolute. A visual strategic selling platform that delivers a complete view of the stakeholders, influencers, buying centers, and business priorities can help reps strategically align sales activities with prospects’ business goals.

By placing the increasingly complex buyer’s journey in a visual context, sales teams gain the clarity they need to identify critical knowledge gaps, potential risks, and common delay indicators. This way they can take the best next step to increase win ratios and reduce deal slippage. The process of mapping out the most common factors in winning and losing a deal enables reps to think critically about how to approach each deal and how to focus their activities to gain the highest return on effort.

Dynamic Sales Coaching for More Wins

Faced with ever-increasing revenue goals, more global competition, and higher customer expectations (just to name a few things keeping sales leaders awake at night) companies are looking for ways to increase sales efficiency and effectiveness. It’s important to not only focus on what salespeople are going to do differently but also what sales managers should do differently.

In 2022, sales coaching will start coming into the picture more and more. In a recent webinar with sales coaching guru, Matt Webb of Mentor Group, he revealed that a 5% shift in performance can yield over 70% more revenue. Sales teams without a defined process are not achieving their full potential because they’re not going a step further and involving technology to enable the coaching process.

Managers who use sales execution tools can deliver visibility into the most critical areas impacting deal outcomes. Specifically, stakeholders/influencers, understanding what matters to the prospect and how to pitch solutions that align with their goals, and identifying risks or potential barriers to close or stall. Managers can then use these plans to coach reps on filling in the gaps that could cause them to waste time, delay sales cycles, and lose.

As we approach 2022, it is time for a solid commitment by sales management to formalize coaching strategies —and leverage technology to make it happen.

KAM Enablement for Long-Term Growth

As a B2B company, a significant part of your revenue comes from key accounts. Focusing on key accounts can deliver the highest growth in the least amount of time, at the lowest cost. Not just over the long term – but NOW. The long-term growth potential of key accounts can be virtually unlimited.

Companies are realizing that if they engage in effective and ongoing KAM, they will have win rates DOUBLE that of companies without a formal process in 2022. You could be missing out on huge growth opportunities because your current approach to managing key accounts is missing a critical element. Key accounts are highly complex, so it is crucial to use specialized and scalable technology to optimize the revenue potential of key accounts.

Related Strategic Account Management Resources

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