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Is Industry Experience Necessary to Fix Sales Problems?
This is an understandable question because many business leaders don’t realize the issues hindering revenue goals are more about the leadership and structure of their sales organization than a lack of industry knowledge.
We can further muddy the waters by comparing the performance of seasoned salespeople with decades of industry experience to salespeople who have less experience but are highly capable. Of course, veterans know the ins and outs that only experience can tell, and have a keen understanding of the product. However, this comparison can give too much importance to experience and overlook the value of other success factors such as process, motivation, technology, discipline, and accountability.
If it takes decades to mature your sales reps, then how does an organization effectively scale? My experience has shown me that when you are missing revenue goals, knowing more about the industry isn’t the answer. If all you needed was industry knowledge to fix your lagging sales, then the group of industry-knowledgeable people you’ve assembled would have solved your selling issues already. Sales require salespeople to be knowledgeable about more than just their product and their industry. They need to be able to understand their customer’s business, what their pressures are, and how their product can help solve those pressures.
We are successful at helping businesses transform their sales results because we are effective at diagnosing and solving ‘industry-neutral’ sales problems. This isn’t done in a vacuum. we blend our executive sales and sales leadership skills with your industry experience to create the right solutions for each unique environment.
Industry Neutral Sales Problems
Do any of these frustrating industry-neutral problems sound familiar?
⦁ No defined, repeatable, proactive sales effort
⦁ Stalled proposals
⦁ High sales rep turnover
⦁ Inability to take sales “to the next level”
⦁ Cannot seem to find the “right” salesperson
⦁ Difficulty competing on value and resorting to price.
A question worth asking:… “What executive skill set is needed to build a proven sales roadmap and sales management process that will solve sales performance problems?”
After you’ve rearranged the amount of sales teams we have, you quickly pick up on fundamental things that companies tend to overlook or have not built out properly. I’m effective at pinpointing gap areas by utilizing a consistent discovery process and following a best practices approach to sales structure development. This methodology is flexible and can accommodate all B2B (business to business) industry settings.
Blending Your Industry Experts with Executive Sales Skills
Transcendent sales complement the industry expertise on your team with years of experience fixing sales teams across multiple industries. Selling and setting up sales teams with the right structure and tools is my industry expertise. My fresh perspective and innovative ideas mixed with your industry savvy is the winning combination to unlock new paths to growth
My executive skill set includes extensive experience in:
Fundamental Sales Categories
Save Time and Money by Skipping Experimentation
If you’d like to discuss what’s going on in your business, I would be happy to shed light on options to fix the breakdown areas. contact me at (404) 271-6767, via email at email@example.com, or reserve a time to speak through my Scheduling Tool.
I also invite you to follow me on LinkedIn to gain exposure to future article posts that will offer more valuable selling insights.
I am part of a national group of Senior Sales Leaders who collaborate to share insights like the examples shown in this article. We formed because of our shared passion to help business leaders exponentially grow their revenue.