To create a competitive advantage, companies employ different strategies. Some companies position themselves as price leaders, using their lower prices as an advantage. Others are driven to innovation by offering new products, solutions, and services. Many compete in services by aligning themselves with the client’s business goals and creating a strategy to provide the best overall solution.
These are all reasonable and efficient choices. Each one requires a different sales force. Let’s take a look at some of the options and the skills necessary for the sales team.
Customer Intimacy
Customers are the most crucial aspect of service industry organizations. They strive to create the best solution for their clients and work hard to find ways to make their solution a strategic advantage. They are an extension of the company and work within it.
Salespeople must have the following competencies: a high-level business acumen, the ability to build and nurture relationships, manage long sales cycles, and be able to drive business outcomes for clients.
These skills are crucial to the success of the strategy. These competencies are essential for the success of the process.
Best price
Every industry has companies that deliberately choose low-price strategies. Many more companies mistakenly decide to compete on price, even though it is not their strategy.
This strategy requires different skills. This strategy requires salespeople to have more sales activity, be assertive when asking for orders and be more hunter-than-farmer. Businesses that buy for the lowest price won’t need a salesperson who has as much business acumen and can help manage the outcome. However, clients may want both. This is.
Selecting the right Competencies
Common hiring errors include hiring for sales experience instead of for the skills, beliefs, and attitudes that the job requires.
Low price is often a problem for salespeople selling customer intimacy. They don’t know the process and spend their time trying to provide value to prospects that aren’t necessary.
When it comes to selling price, salespeople who lack the skills and competencies will struggle to move into a position that requires customer intimacy. They are often not able to nurture relationships or build a deep understanding of the prospect’s business. They lack business acumen and are often not able to sell as well.
It is not always possible to transfer the same strategies and experiences that you have with one system to another.
Understanding your strategy as a sales leader/manager will help you determine the competencies your sales team must possess to sell effectively. Once you have a plan in place and identified the competencies, your training, coaching, and development can be geared towards building these competencies.
You can also avoid making hiring errors that could lead to a halt in your sales efforts.
Questions
What competencies does your strategy require of your sales team?
What are some competencies that salespeople need but aren’t necessary for you or your sales team?
These competencies can be verified during the hiring process.
Which competencies are possible to train, and which competencies must the salesperson have in order to be successful under your strategy?
