Research shows that in a strategic sales environment the sales process has become increasingly complex:
- Customers are more informed about your products and services before they contact you
- There are multiple stakeholders and decision-makers within the client organisation, each with their own needs and priorities
- As the cost of the solution increases, buyers become more cautious so that it becomes more critical to show the solution’s value
- As a result the sales process often takes months.
No surprise then that in this new sales landscape there is a clear need for salespeople to adapt their selling practices. Customers want your salespeople to act as trusted advisors who can add insight and value, not just a transactional seller.
The Acuity Strategic Sales Model
We have undertaken a wide-ranging and comprehensive review of nearly 50 years of credible sales research covering tens of thousands of salespeople to identify the 9 key capabilities required of salespeople engaged in strategic selling:
Incorporate the Acuity Strategic Sales model into your recruitment process using Acuity Select so that you can identify the sales stars among your candidates.
Use the Acuity 360 Talent Audit with your existing sales teams to identify individual and group development priorities that will enable you to get better outcomes from your training budget.